Senior Alliances Manager

10 Minutes ago • 8 Years +

Job Summary

Job Description

Workato is a leader in enterprise orchestration, transforming technology complexity into business opportunity by connecting data, processes, applications, and experiences. Its AI-powered platform streamlines operations, driving efficiency and agility for businesses globally. Workato fosters a flexible, trust-oriented culture, empowering employees with ownership and balancing productivity with self-care. The company is driven by innovation and seeks team players to build its future, offering a dynamic work environment and a multitude of benefits.
Must have:
  • Develop a portfolio of global system integrator and consultancy partnerships in North America.
  • Accelerate existing partnerships and develop early engagements.
  • Build pipeline, drive partner enablement, and maximize sales opportunities.
  • Establish Workato as the preferred Orchestration and Agentic partner.
  • Collaborate with Enterprise sales and customer success teams to drive revenue.
  • Work with partner marketing to build robust co-marketing strategies.
  • Design and execute go-to-market strategies with partners.
  • Provide partners with necessary training, resources, and support.
  • Identify, recruit, and onboard new partners.
  • Expand sales output and reach through collaborative sales initiatives.
  • Build relationships and buy-in at the highest executive levels at large GSIs and consultancies.
  • Collaborate with partners to develop joint business plans.
  • Monitor and analyze partner performance.
  • Stay informed about industry trends, competitive landscape, and emerging opportunities.
  • Work closely with internal teams (Product, Marketing, Customer Success).
  • Provide thought leadership around Integration and Automation.
  • 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.
  • Demonstrated success in developing and managing large strategic partnerships.
  • Deep understanding of SaaS business model, market dynamics, and enterprise customer needs.
  • Strong negotiation, presentation, and closing skills with a consultative sales approach.
  • Excellent interpersonal and communication skills.
  • Ability to build rapport and trust with partners.
  • Strong analytical and problem-solving skills.
  • Ability to make data-driven decisions.
  • Willingness to travel as required.
Good to have:
  • MBA or relevant advanced degree
Perks:
  • Flexible, trust-oriented culture
  • Empowerment to take full ownership of roles
  • Innovation-driven environment
  • Balancing productivity with self-care
  • Vibrant and dynamic work environment
  • Multitude of benefits

Job Details

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

We’re looking for an experienced Alliance Lead to develop a portfolio of global system integrator 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 Enterprise 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.

Requirements

Qualifications / Experience / Technical Skills

  • 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

Similar Jobs

Looks like we're out of matches

Set up an alert and we'll send you similar jobs the moment they appear!

Similar Skill Jobs

Looks like we're out of matches

Set up an alert and we'll send you similar jobs the moment they appear!

Jobs in Denver, Colorado, United States

Looks like we're out of matches

Set up an alert and we'll send you similar jobs the moment they appear!

Similar Category Jobs

Looks like we're out of matches

Set up an alert and we'll send you similar jobs the moment they appear!

About The Company

Workato empowers enterprises to transform their business operations by orchestrating business processes end-to-end and operationalizing AI across the entire organization. Designed with best-in-class security and governance, scalability, performance, and availability, Workato’s low-code, no-code platform makes it easy for IT and business teams to orchestrate their applications, data, and experiences.


With our democratized approach to enterprise orchestration, business technologists are empowered to fuel their organization’s digital transformation. Workato is trusted by over 20,000 of the world's top brands, including Broadcom, Intuit, and Box.

San Francisco, California, United States (On-Site)

New York, United States (On-Site)

Cebu City, Central Visayas, Philippines (On-Site)

San Francisco, California, United States (On-Site)

Denver, Colorado, United States (On-Site)

Muntinlupa, Metro Manila, Philippines (On-Site)

San Francisco, California, United States (On-Site)

Palo Alto, California, United States (On-Site)

Palo Alto, California, United States (On-Site)

Palo Alto, California, United States (On-Site)

View All Jobs

Get notified when new jobs are added by Workato

Level Up Your Career in Game Development!

Transform Your Passion into Profession with Our Comprehensive Courses for Aspiring Game Developers.

Job Common Plug