Responsibilities

Workato is leading the next wave in Enterprise Orchestration and is looking for a world class candidate to engage key ISV’s as an EMEA Partner Manager to complement Workato’s platform offering. Your job will be to engage these strategic ISV partners and help attach Workato’s platform to their core offering.

Responsibilities will include driving field relationships with the ISV partners and with the Workato field sales, guiding the development and launch of joint solutions with key EMEA ISV’s and executing joint GTM plans regionally. By establishing and growing business and technical relationships while managing the day-to-day partner interactions, you will be responsible for driving pipeline creation, revenue growth and overall attach rate adoption.

You will have both a business background that enables you to engage at the Executive level, as well as a sales background that enables you to manage joint GTM efforts and to easily interact with enterprise customers. You should have a demonstrated ability to think strategically about business, product, and technical challenges within multiple technology segments as well as the capacity to build and convey compelling value propositions. The position also requires a strong technical acumen and deep familiarity with cloud and preferable integration / automation.

• Work with multiple sales and technical teams within both Workato and the partner to define and execute joint technology, marketing and sales initiatives.

• Serve as a key member of the Workato alliance team in helping to define and deliver the overall go-to-market strategy.

• Engage the ISV’s field sales organizations, channels and end customers to create and drive enablement and opportunities for Workato.

• Ensure that there is a strategic business plan for target markets, products and ensure it's in line with the Workato and theISV’s strategic direction. This includes the creation of detailed account plans to track partner progress and achievement to goals.

• Set and manage revenue targets and work with the ISV’s team of GTM PDMs, partners and sales organizations to achieve/exceed goals.

• Create and execute the team's business plan with key internal stakeholders (e.g. service teams, marketing, PR, legal, support, etc.).

• Identify joint customer segments and industry verticals to approach with a joint value proposition for using Workato.

• Ensure that the ISV’s sales and partner business managers work closely with each partner’s customer base to maximize success with Workato as a natural attach.

• Understand the technical requirements of the partner and work closely with the internal Workatov development team to guide the direction of our joint product offerings.

• Prepare and give business reviews to the senior management teams.

• Manage complex negotiations and serve as a liaison to the legal group.

• Create and execute operational rigor including territory management, account management, and business reviews (internal/external).

 

Requirements

Qualifications / Experience / Soft Skills

• Proven 7+ years experience in sales / indirect / channel partnerships.
• You have a strong network - of ISV / technology partners, SaaS experts and executives you have worked with over the years in a primarily partnerships role.
• A strong understanding of the iPaaS, Automation and SaaS platform industry is desirable and enterprise software platforms.
• You are an exceptional communicator – being able to connect with people at all levels, both internally and with external stakeholders, and communicate project expectations effectively is critical.
• You thrive under pressure, have high levels of productivity and work well with constant change and the ambiguity of a high growth business environment supported by an established HQ.
• You have strong negotiation skills – to navigate complex commercial discussions to ensure the best outcome for Workato.