Senior Alliances Manager, Workato
AI and Agentic
$175-235k
+ Variable and equity
Integration & workflow automation platform
Be an early applicant
Integration & workflow automation platform
1001+ employees
Be an early applicant
$175-235k
+ Variable and equity
1001+ 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 8 years of experience in partner sales, business development, or enterprise sales within the SaaS industry
- Autonomous, disciplined, hands-on, get-it-done mentality
- Proven Track Record: Demonstrated success in developing and managing large 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
- Excellent communication and presentation skills
What the job involves
- We’re looking for an experienced Alliance lead to develop a portfolio of Strategic SIs and consultancy partnerships in North America
- This person will be responsible for accelerating existing partnerships whilst developing early engagements, building pipeline, driving partner enablement, and maximizing sales opportunities with our strategic partners.You will be a key driver in establishing Workato as the preferred Orchestration and Agentic partner within the partner community
- You'll collaborate closely with our sales and customer success teams to drive new logo and expansion revenue opportunities; and with partner marketing to build robust co-marketing strategies with our partners. This role reports to the VP, Partner GTM & Alliances for North America
- 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 & Executive Management: Build relationships and buy-in at the highest executive levels at large GSIs and consultancies and gain their commitment to Workato
- 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
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
-7% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Nov 2021
$200m
SERIES E
Sep 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 HQ
Palo Alto, CA
Leadership
Vijay Tella
(Co-Founder & 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.
Harish Shetty
(Co-Founder & Strategic Advisor)Previously held leadership roles in engineering at TIBCO, Blink, and iProfile.
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