Responsibilities

Are you in Enterprise or Commercial sales and thinking of making the transition into partner sales? We’re looking for dynamic and experienced sales people, who’ve had experience working with and developing GSIs to achieve their goals and want to build on this experience in a fully fledged partner sales role.

Partners are a strategic focus for us as we move into our next stage of growth. Come and help power the iPaaS revolution.

As a Partner Sales Lead, Strategic Partners & GSI, you will be responsible for developing and managing strategic partnerships with Global System Integrators (GSI) and Large Regional System Integrators to drive revenue growth and the development of our Enterprise segment. You will work closely with our partners and Enteprise Account Directors to identify opportunities and ensure the successful execution of go-to-market strategies. The ideal candidate has a proven track record in developing GSIs, enterprise sales, strategic relationship-building skills, and a deep understanding of the SaaS ecosystem.

In this role, you will also be responsible to:

• Strategic partner development: 

• Identify, recruit, and onboard new GSI partners.

• Develop and execute joint business plans with GSI partners to achieve mutual goals and objectives.

• Foster strong relationships with key stakeholders within GSI organizations to ensure alignment and collaboration.

• Monitor and analyze partner performance, providing regular reports and insights to internal stakeholders.

• Revenue generation:

• Drive revenue growth through GSI partner channels by aligning Workato with the GSIs core solutions 

• Design and execute go-to-market strategies with partners, including co-selling and co-marketing initiatives.

• Collaborate with the sales team to develop and execute go-to-market strategies with GSI partners.

• Monitor and report on sales performance and partner metrics to ensure targets are met or exceeded.

• Enablement & Support:

• Provide training and enablement to GSI partners on Workato’s products and solutions.

• Work closely with the marketing team to develop partner-specific marketing campaigns and collateral.

• Support GSI partners in pre-sales and post-sales activities to ensure customer satisfaction and successful project delivery.

• Sales engagement & cross functional collaboration:

• Collaborate closely with the broader Workato Sales organization to expand sales output and reach through collaborative sales initiatives, co-selling efforts, and other go-to-market partner collaborations

• Work closely with internal teams such as Product, Marketing, and Customer Success to ensure alignment and support for partner initiatives.

• Market intelligence:

• Stay up-to-date with industry trends, market conditions, and competitive landscape to identify new opportunities for collaboration with GSI partners.

• Gather feedback from partners and customers to inform product development and improve partner programs.

• Provide thought leadership with partners around Integration and Automation, helping to build world class practices within the Partner community.

Requirements

Qualifications / Experience / Technical Skills

• Experience: Minimum of 8 years of experience in partner sales, business development, or enterprise sales within the SaaS industry. Experience working with companies like Kyndryl, DXC, Presidio is a plus.

• Proven Track Record: Demonstrated success in developing and managing strategic partnerships that drive significant revenue growth.

• SaaS Knowledge: Deep understanding of the SaaS business model, market dynamics, and enterprise customer needs.

• Sales Skills: Strong negotiation, presentation, and closing skills with a consultative sales approach.

• Relationship Building: Excellent interpersonal and communication skills, with the ability to build rapport and trust with partners.

• Analytical Abilities: Strong analytical and problem-solving skills, with the ability to make data-driven decisions.

• Education: Bachelor’s degree in Business, Marketing, or a related field; MBA or relevant advanced degree is a plus.

• Travel: Willingness to travel as required to meet with partners and attend industry events.