Field Partner Sales Lead at Workato
Boston, MA 02108
About the Job
About WorkatoWorkato is the only integration and automation platform that is as simple as it is powerful — and because it’s built to power the largest enterprises, it is quite powerful. Simultaneously, it’s a low-code/no-code platform
This empowers any user (dev/non-dev) to painlessly automate workflows across any apps and databases.We’re proud to be named a leader by both Forrester and Gartner and trusted by 7,000+ of the world's top brands such as Box, Grab, Slack, and more
But what is most exciting is that this is only the beginning. 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 worldDeloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North AmericaQuartz ranked us the #1 best company for remote workersPartners 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 Field Partner Sales Lead, you will be key to accelerating Workato’s growth in the Enterprise segment
Working closely with our partner development, marketing and solution consulting teams, you will support our North America Enterprise sales teams in driving opportunities through the use of Workato partners
You’ll utilize a strategic sales mindset and execute effective channel strategies for revenue growthThe 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. Responsibilities: Work with the Partner teams to manage the field execution with Global Systems IntegratorSales engagement
Align closely with Enterprise Account Executives to develop partner-driven portfolio and pipeline plans
Ie identify the right Workato partner for each customer and prospectField sales enablement
Enable our Enterprise sellers on why, when and how to engage partners
Conduct regular cadences with direct sellers to drive accountability and execution. Strategic partner engagement
Collaborate with Partner Sales Leads to establish strategic relationships with key partners that operate in the Enterprise segment
Develop a deep understanding of each partner’s key domain expertise and operationalise that into Workato’s Enterprise GTM. Product knowledge
Develop a deep understanding of the Workato platform.Pipeline generation
Design and execute pipeline generation activities with partners and sales teams. Performance Management: Monitor and analyze segment 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.Qualifications / Experience / Technical Skills:Experience: Minimum of 7 years of experience in partner sales, business development, or enterprise sales within the SaaS industry.Proven Track Record: Demonstrated success in developing and managing 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.For Massachusetts residents, on target earnings (OTE) start at $250,000 (base + variable), plus equity and other perks and benefits
This empowers any user (dev/non-dev) to painlessly automate workflows across any apps and databases.We’re proud to be named a leader by both Forrester and Gartner and trusted by 7,000+ of the world's top brands such as Box, Grab, Slack, and more
But what is most exciting is that this is only the beginning. 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 worldDeloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North AmericaQuartz ranked us the #1 best company for remote workersPartners 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 Field Partner Sales Lead, you will be key to accelerating Workato’s growth in the Enterprise segment
Working closely with our partner development, marketing and solution consulting teams, you will support our North America Enterprise sales teams in driving opportunities through the use of Workato partners
You’ll utilize a strategic sales mindset and execute effective channel strategies for revenue growthThe 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. Responsibilities: Work with the Partner teams to manage the field execution with Global Systems IntegratorSales engagement
Align closely with Enterprise Account Executives to develop partner-driven portfolio and pipeline plans
Ie identify the right Workato partner for each customer and prospectField sales enablement
Enable our Enterprise sellers on why, when and how to engage partners
Conduct regular cadences with direct sellers to drive accountability and execution. Strategic partner engagement
Collaborate with Partner Sales Leads to establish strategic relationships with key partners that operate in the Enterprise segment
Develop a deep understanding of each partner’s key domain expertise and operationalise that into Workato’s Enterprise GTM. Product knowledge
Develop a deep understanding of the Workato platform.Pipeline generation
Design and execute pipeline generation activities with partners and sales teams. Performance Management: Monitor and analyze segment 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.Qualifications / Experience / Technical Skills:Experience: Minimum of 7 years of experience in partner sales, business development, or enterprise sales within the SaaS industry.Proven Track Record: Demonstrated success in developing and managing 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.For Massachusetts residents, on target earnings (OTE) start at $250,000 (base + variable), plus equity and other perks and benefits
