Full-Time

Partner Sales Lead

Embedded

Confirmed live in the last 24 hours

Workato

Workato

1,001-5,000 employees

Cloud-based automation and integration platform

Enterprise Software
AI & Machine Learning

Compensation Overview

$220kAnnually

+ Equity + Perks + Benefits

Senior, Expert

San Francisco, CA, USA

Category
Strategic Account Management
Sales & Account Management
Requirements
  • Minimum of 7 years of experience in partner sales, business development, or enterprise sales within the SaaS industry.
  • Demonstrated success in developing and managing strategic partnerships that drive significant revenue growth.
  • Deep understanding of the SaaS business model, market dynamics, and enterprise customer needs.
  • Strong negotiation, presentation, and closing skills with a consultative sales approach.
  • Excellent interpersonal and communication skills, with the ability to build rapport and trust with partners.
  • Strong analytical and problem-solving skills, with the ability to make data-driven decisions.
  • Bachelor's degree in Business, Marketing, or a related field; MBA or relevant advanced degree is a plus.
  • Willingness to travel as required to meet with partners and attend industry events.
Responsibilities
  • Work with the Partner team to manage the field execution with our System Integrators.
  • Sales engagement. Align closely with Embed Account Executives to develop partner-driven portfolio and pipeline plans; identify the right Workato partner for each customer and prospect.
  • Field sales enablement. Enable our Embed sellers to understand why, when, and how to engage partners. Conduct regular cadences with direct sellers to drive accountability and execution.
  • Strategic partner engagement. Collaborate with Partner Sales Leads to establish strategic relationships with key partners that complement our Embed segment. Develop a deep understanding of each partner’s key domain expertise and operationalize that into Workato’s Embed GTM.
  • Product knowledge. Develop a deep understanding of the Workato platform.
  • Pipeline generation. Design and execute pipeline generation activities with partners and sales teams.
  • Performance Management: Monitor and analyze segment performance, providing regular reports and insights to internal stakeholders.
  • Market Intelligence: Stay informed about industry trends, competitive landscape, and emerging opportunities to drive continuous improvement.
  • Cross-functional Collaboration: Work closely with internal teams such as Product, Marketing, and Customer Success to ensure alignment and support for partner initiatives.

Workato provides a cloud-based platform for automating and integrating business processes using artificial intelligence. The platform helps organizations improve efficiency by unifying integration and automation, which reduces the complexity of using multiple tools and helps eliminate data silos. Workato's features include automated ticket escalation, threat detection, compliance management, and support for remote work, making it suitable for businesses of all sizes. The company operates on a subscription model, allowing clients to access its services for a recurring fee, which supports steady revenue growth. A standout feature, AI@Work, enables users to create intelligent systems by incorporating AI into their operations, making technology more accessible and facilitating business transformation. Workato's platform is designed to adapt to changing business needs while lowering operational costs and speeding up the implementation of integrations and automations.

Company Stage

Series E

Total Funding

$403.7M

Headquarters

Mountain View, California

Founded

2013

Growth & Insights
Headcount

6 month growth

0%

1 year growth

0%

2 year growth

-3%
Simplify Jobs

Simplify's Take

What believers are saying

  • Growing demand for AI-driven automation in healthcare boosts Workato's market potential.
  • Hybrid work models increase the need for Workato's remote work helpdesk features.
  • Rising interest in low-code/no-code platforms aligns with Workato's AI@Work feature.

What critics are saying

  • Emerging AI-driven platforms may erode Workato's market share with competitive pricing.
  • Rapid AI advancements require Workato to invest heavily in R&D to stay competitive.
  • Economic downturns could reduce client spending on Workato's subscription services.

What makes Workato unique

  • Workato offers AI-driven automation with a focus on security and governance.
  • The platform supports low-code/no-code integrations, empowering non-technical users.
  • Workato's Virtual Private Workato caters to highly regulated industries with stringent security needs.

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Benefits

Flexible working arrangements

EAP

Health insurance

Stock options

Professional development

PTO

Company events & recreation time