Partner Sales Lead, Workato
Embedded
$220k
OTE
Salary applicable to New York-based applicants. Equity also offered.
Integration & workflow automation platform
Open for applications
Integration & workflow automation platform
501-1000 employees
Open for applications
$220k
OTE
Salary applicable to New York-based applicants. Equity also offered.
501-1000 employees
Company mission
To help businesses streamline their operations by providing a platform to automate their work and integrate their stacks, all in one place.
Role
Who you are
- Experience: Minimum of 7 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
What the job involves
- Partners are a strategic focus for us as we move into our next growth stage
- We’re seeking a driven individual with energy, passion, and initiative to drive partner awareness and channel new business for Workato
- As a Field Partner Sales Lead (Embed), you will be key to accelerating Workato’s growth in the Embed segment
- You will partner with the SVP Sales, Embed segment and work closely with our partner development, marketing and solution consulting teams to support our North America Embed sales teams in driving opportunities through Workato partners
- You’ll utilize a strategic sales mindset and execute effective channel strategies for revenue growth
- The Embed segment in Workato is focused on working with ISV companies to help them provide a platform for powering integrations from their product to their customers’ technology stack
- The business's focus is to extend Workato’s reach beyond the hundreds of companies that license the platform to the tens of thousands of companies and millions of users that can benefit from Workato’s integration capabilities
- The ideal candidate has a proven track record in partner sales, executive presence, enterprise sales, multi-department collaboration, strong relationship-building skills, and a deep understanding of the SaaS ecosystem
- In this role, you will also be responsible to:
- 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
Our take
Many businesses struggle with lack of team integration. There are a plethora of handy apps available, and various teams within businesses often use different processes, tools, and software. This has led to many businesses attempting to patch together technologies and create ad-hoc solutions that fail when they need to be scaled. Workato allows businesses to integrate data and apps so that teams can collaborate and communicate securely.
Workato has built a single platform that integrates apps, processes, data, and user experiences to improve efficiency, communication, and business flexibility. There are many integration platforms available, such as SnapLogic and Mulesoft Anypoint Platform, however, Workato has aimed its platform at users who have minimal technical experience, rather than the IT team.
Workato has continued to expand its partnerships and workforce, and is well set to see further growth as it innovates its product offerings and capabilities. The company was recognized as a Leader in the 2023 Gartner® Magic Quadrant™ for Integration Platform as a Service, making five years it has participated and five years it has been recognized.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 5 rounds)
Nov 2021
$200m
SERIES E
Jan 2021
$110m
SERIES D
Total funding: $415m
Company benefits
- Flexible Working Arrangements: We maintain a hybrid remote work model and provide everyone with best of breed technology tools that enable them to work anywhere, anytime.
- Great Employee Benefits: Such as an Employee Assistance Programme (EAP), Health Insurance, Referral Bonuses, and Workato Stock Options, tailored to the countries that our employees are based in.
- Professional Development Opportunities: We support individual career ambitions, and set aside training programs and budgets they can tap on to upgrade both soft and hard skills.
- Dedicated Wellness: We make it a point to dedicate time to pause, recharge and get to know each other better.
- Recreation Time: From virtual game nights to fitness sessions, there's always time for a little fun on the calendars.
Company values
- Prioritize customers: We exist for our customers and because of them. That’s why we are passionate about delivering an amazing product, excellent service, and an unforgettable experience.
- Win together: We strive to hire people who understand team wins come above their own. We respect and trust our colleagues — believing that the greatest success comes not from one person, but from all of our strengths combined.
- Act now: The best time to do anything worth doing is now. Create a minimal viable solution fast and iterate quickly. We encourage failing fast so we can succeed faster.
- Think ahead: We skip the easy shortcuts for mediocre and temporary solves. It’s important to always take the hard road now if it will lead to a better long term solution.
- Better each other: You cannot get 1% better every day unless people are honest with you and you openly invite that coaching and guidance. Provide feedback in private. Encourage and support in public.
- Go offbeat: We use novel thinking to create novel solutions. We do not use others’ thinking as a template. We mix existing wisdom with unusual thinking to generate new and better solutions.
- Have fun: We take care of ourselves, and give everyone the space they need to feel healthy, happy, and well-rested. Because it’s only when we’re having a good time that we’re able to ensure our customers are, too.
Company HQ
Old Mountain View, Mountain View, CA
Articles
Leadership
Vijay Tella
(CEO)Spent 15 years as an Engineer at Teknekron and TIBCO, before joining Oracle as CSO. They also served as CEO at Qik, and VP at Skype.
Gautham Viswanathan
(CPO)Spent 12 years at TIBCO Software, before leaving their Corporate Development role to found Blink Interactive. Also served as the CEO of iProfile.
Harish Shetty
(Head of Engineering)Previously held leadership roles in engineering at TIBCO, Blink, and iProfile.
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