About Workato Workato is the only integration and automation platform that is as simple as it is powerful - and because it's built to power the largest enterprises, it is quite powerful. Simultaneously, it's a low-code/no-code platform. This empowers any user (dev/non-dev) to painlessly automate workflows across any apps and databases. We're proud to be named a leader by both Forrester and Gartner and trusted by 7,000+ of the world's top brands such as Box, Grab, Slack, and more. But what is most exciting is that this is only the beginning. Why join us? Ultimately, Workato believes in fostering a flexible, trust-oriented culture that empowers everyone to take full ownership of their roles. We are driven by innovation and looking for team players who want to actively build our company. But, we also believe in balancing productivity with self-care. That's why we offer all of our employees a vibrant and dynamic work environment along with a multitude of benefits they can enjoy inside and outside of their work lives. If this sounds right up your alley, please submit an application. We look forward to getting to know you! Also, feel free to check out why:
- Business Insider named us an enterprise startup to bet your career on
- Forbes' Cloud 100 recognized us as one of the top 100 private cloud companies in the world
- Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America
- Quartz ranked us the #1 best company for remote workers
Responsibilities Are you in commercial or mid-market direct sales and thinking of transitioning into partner sales? We're looking for experienced salespeople who've had experience leveraging partners 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 growth stage. Come and help power the iPaaS revolution. As a Partner Sales Manager for our Emerging Partner portfolio, you will develop and manage partnerships to drive sales and revenue growth. You will work closely with our partners to identify opportunities and ensure the successful execution of go-to-market strategies. The ideal candidate has a proven track record in enterprise sales, strong relationship-building skills, and a deep understanding of the SaaS ecosystem.
- Go-to-Market Strategy: Design and execute go-to-market strategies with partners, including co-selling and co-marketing initiatives.
- Sales Enablement: Provide partners with the necessary training, resources, and support to effectively sell and promote the company's solutions.
- Strategic Partnership Development: Identify, recruit, and onboard new partners to expand the company's market reach and revenue potential.
- 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.
- Relationship Management: Build and maintain strong, long-term relationships with key partners, acting as the primary point of contact.
- Business Planning: Collaborate with partners to develop joint business plans that align with company goals and drive mutual success.
- Performance Management: Monitor and analyze partner 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.
- 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 5 years of experience in partner sales, business development, or enterprise sales within the SaaS industry.
- 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.
For New York applicants, on-target earnings (OTE) is $220,000 (base + variable), plus equity and other perks and benefits.