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Full-Time

Partner Sales Lead

Strategic Partners & GSI

Confirmed live in the last 24 hours

Workato

Workato

501-1,000 employees

Cloud-based automation and integration platform

Data & Analytics
Consulting
Enterprise Software
AI & Machine Learning

Senior, Expert

New York, NY, USA

Category
Strategic Account Management
Sales & Account Management
Required Skills
Sales
Communications
Marketing
Requirements
  • 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.
  • 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
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.

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 enhances productivity. Workato's features include automated ticket escalation, threat detection, compliance management, and support for remote work, all designed to streamline operations. A key aspect of Workato is its AI@Work feature, which allows users to create intelligent systems that simplify the building of integrations and automations, making technology accessible to a broader audience. The company operates on a subscription model, ensuring a consistent revenue stream while allowing for scalability. Workato's goal is to lower operational costs and accelerate business transformation by providing a flexible platform that adapts to changing business needs.

Company Stage

Series E

Total Funding

$421.2M

Headquarters

Mountain View, California

Founded

2013

Growth & Insights
Headcount

6 month growth

6%

1 year growth

12%

2 year growth

5%
Simplify Jobs

Simplify's Take

What believers are saying

  • Workato's inclusion in prestigious lists like the Redpoint InfraRed 100 and the Forbes Cloud 100 underscores its industry leadership and growth potential.
  • The company's strong partner ecosystem and global strategic collaborations, such as with AWS, offer extensive networking and growth opportunities.
  • Workato's consistent recognition as a Great Place to Work highlights its commitment to employee satisfaction and a positive workplace culture.

What critics are saying

  • The rapidly evolving market of business process automation could lead to increased competition, challenging Workato to continuously innovate.
  • Dependence on strategic partnerships, like the one with AWS, may pose risks if these relationships change or dissolve.

What makes Workato unique

  • Workato's AI@Work feature uniquely democratizes technology by enabling both technical and non-technical users to build integrations and automations, setting it apart from competitors.
  • The platform's low-code/no-code approach combined with AI-driven automation offers unparalleled speed and flexibility in business process integration.
  • Workato's strategic collaboration with AWS enhances its global reach and interoperability, providing a significant competitive edge.

Benefits

Flexible working arrangements

EAP

Health insurance

Stock options

Professional development

PTO

Company events & recreation time