Responsibilities

Partners are a strategic focus for us as we move into our next stage of growth. We’re looking for a driven individual with energy, passion and initiative to drive partner awareness and channel new business for Workato. As a Senior Partner Sales Manager, you will be key to accelerating Workato’s growth across Asia. Working closely with our partner development, marketing and solution consulting teams, you will support our sales teams in driving opportunities with Workato partners. You’ll utilize a strategic sales mindset and execute effective channel strategies for revenue growth.

The ideal candidate has a proven track record in partner sales, executive presence, enterprise sales, multi-department collaboration, strong relationship building skills and a deep understanding of the SaaS ecosystem.

You will also be responsible to:

• Create, own and execute a Partner Strategy and Plan that will drive a “co-market, co-sell and co-delivery” motion, ensuring that we are consistently growing our mindshare and visibility in the territory with new logos and upsell opportunities.

• Align closely with Enterprise Account Executives to develop partner-driven portfolio and pipeline plans. Identify the right Workato partner for each customer and prospect. 

• Manage our most important partnership relationships in the territory, own executive level relationships whilst executing strategically important partnership initiatives aligned with the regional strategy.

• Recruit and on board new partnerships that provide incremental opportunity to Workato in the region 

• Pipeline generation. Design and execute pipeline generation activities with partners and sales teams.

• Understand the competitive landscape to ensure that Workato remains a ‘partner of choice’ and proactively present recommendations of how to stimulate business growth to executive management.

• Position yourself as an industry expert and establish relationships with potential partners and key decision-makers in the industry, attend industry events and present the benefits of the Workaro platform where required.

• Work closely with internal teams such as Product, Marketing, and Customer Success to ensure alignment and support for partner initiatives.

Requirements

Qualifications / Experience / Technical Skills

• Minimum of 7 years of experience in partner sales, business development, or enterprise sales within the SaaS industry.

• Demonstrated success in developing and managing strategic partnerships with GSIs and large RSIs that drive significant revenue growth.

• A strong understanding of the iPaaS and Automation industry is desirable, or enterprise software platforms.

• Bachelor's degree in Business, Marketing, or a related field; MBA or relevant advanced degree is a plus.

• Willingness to travel as required to meet with partners and attend industry events.

Soft Skills / Personal Characteristics

• 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.

• Excellent interpersonal and communication skills, with the ability to build rapport and trust with partners.

• You have a strong network of partners, experts and executives you have worked with over the years in a primarily partnerships role.

Job Req ID: 2305