About Workato

Workato transforms technology complexity into business opportunity. As the leader in enterprise orchestration, Workato helps businesses globally streamline operations by connecting data, processes, applications, and experiences. Its AI-powered platform enables teams to navigate complex workflows in real-time, driving efficiency and agility.

Trusted by a community of 400,000 global customers, Workato empowers organizations of every size to unlock new value and lead in today’s fast-changing world. Learn how Workato helps businesses of all sizes achieve more at workato.com.

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

As an Inside Partner Account Manager (iPAM), you will be at the forefront of helping us scale Workato’s partner ecosystem across EMEA and increase the partner driven activity into a repeatable co-market, co-sell and co-delivery motion. This is a unique opportunity to join a growing team and help shape the strategy, structure, and success of our EMEA Partner organization.

Your mission is clear: drive Partner-Initiated Opportunities by nurturing existing partners, recruiting and enabling high-potential partners. You will do this by organizing scalable, programmatic pipeline generation activities, supporting new logo acquisition initiatives and collaborating cross-functionally across sales, marketing, product marketing and customer success teams.

You will also be responsible to:

• Partner closely with regional Partner Leaders to support growth and scale across multiple markets.
• Identify, recruit, and onboard new partners who fit our IPP.
• Collaborate with local partners to plan and execute co-marketing campaigns, partner enablement sessions and prospecting activities.
• Build and manage a regional partner business plan with clear goals, KPIs, and milestones tied to pipeline, revenue and certification targets.
• Engage in account mapping sessions with partners.
• Work closely with internal stakeholders (Account Executives, Regional Sales Leadership, Partner Account Managers, Partner Marketing) to align partner initiatives with sales priorities.
• Facilitate technical, commercial training and enablement to ensure partner readiness and success in delivering Workato solutions.
• Support the direct sales team on channel-oriented opportunities and demand generation efforts.

New Partner Acquisition:

• Assist in identifying and acquiring new partners, including in adjacent markets.
• Tailor outreach efforts to meet qualified partner meeting targets—helping to build meaningful, long-term relationships.
• Learn how to craft and execute personalized outreach that resonates with potential partners.

Partner Management:

• Support the team with the execution of actions derived from Partner Account Manager (PAM) business reviews.
• Help track progress and ensure follow-through on key initiatives.
• Be actively involved in partner management.

Data Management:

• Maintain and verify Salesforce partner data to ensure accuracy and support smooth partner management.
• Assist in tracking, analyzing, and reporting on partner marketing campaigns, providing insights and recommendations for optimisation.

Requirements

Qualifications / Experience / Technical Skills

• Minimum of 4-5 years of Partner Management Experience
• Experience in Channel/Partner Sales, Inside Sales, Outbound BDR, in the Tech, Cloud, Network, Cybersecurity or SaaS space.
• A strong understanding of the reseller landscape in the EMEA region.

Soft Skills / Personal Characteristics

• Excellent communication and organizational skills, with the ability to manage multiple priorities.
• A results-driven mindset with a passion for pipeline creation and partner success.
• Fluency in multiple languages is very desirable.
• You are a proactive, self-starting team player who thrives in a fast-paced environment.
• You are passionate about building relationships, driving measurable impact and enabling others to succeed.
• You are energized by the opportunity to build something from the ground up.