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.
• Expertise and network within systems integrators (SIs and GSIs) in Italy.

Soft Skills / Personal Characteristics

• Excellent communication and organizational skills, with the ability to manage multiple priorities.
• Fluency in Italian and Spanish, in order to work with our partners who operate in these languages.
• A results-driven mindset with a passion for pipeline creation and partner success.
• 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.

(REQ ID: 2265)