Partner Sales Lead, Strategic Partners

2 weeks ago

New York, United States Workato Full time
About Workato

Workato 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 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

Are you in Enterprise or Commercial sales and thinking of making the transition into partner sales? We're looking for dynamic and experienced sales people, who've had experience working with and developing GSIs to achieve their goals and want to build on this experience in a fully fledged partner sales role.

Partners are a strategic focus for us as we move into our next stage of growth. Come and help power the iPaaS revolution.

As a Partner Sales Lead, Strategic Partners & GSI, you will be responsible for developing and managing strategic partnerships with Global System Integrators (GSI) and Large Regional System Integrators to drive revenue growth and the development of our Enterprise segment. You will work closely with our partners and Enteprise Account Directors to identify opportunities and ensure the successful execution of go-to-market strategies. The ideal candidate has a proven track record in developing GSIs, enterprise sales, strategic relationship-building skills, and a deep understanding of the SaaS ecosystem.

In this role, you will also be responsible to:
  • Strategic partner development:
    • Identify, recruit, and onboard new GSI partners.
    • Develop and execute joint business plans with GSI partners to achieve mutual goals and objectives.
    • Foster strong relationships with key stakeholders within GSI organizations to ensure alignment and collaboration.
    • Monitor and analyze partner performance, providing regular reports and insights to internal stakeholders.
  • Revenue generation:
    • Drive revenue growth through GSI partner channels by aligning Workato with the GSIs core solutions
    • Design and execute go-to-market strategies with partners, including co-selling and co-marketing initiatives.
    • Collaborate with the sales team to develop and execute go-to-market strategies with GSI partners.
    • Monitor and report on sales performance and partner metrics to ensure targets are met or exceeded.
  • Enablement & Support:
    • Provide training and enablement to GSI partners on Workato's products and solutions.
    • Work closely with the marketing team to develop partner-specific marketing campaigns and collateral.
    • Support GSI partners in pre-sales and post-sales activities to ensure customer satisfaction and successful project delivery.
  • Sales engagement & cross functional collaboration:
    • 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
    • Work closely with internal teams such as Product, Marketing, and Customer Success to ensure alignment and support for partner initiatives.
  • Market intelligence:
    • Stay up-to-date with industry trends, market conditions, and competitive landscape to identify new opportunities for collaboration with GSI partners.
    • Gather feedback from partners and customers to inform product development and improve partner programs.
  • Provide thought leadership with partners around Integration and Automation, helping to build world class practices within the Partner community.
Requirements
Qualifications / Experience / Technical Skills
  • Experience: Minimum of 8 years of experience in partner sales, business development, or enterprise sales within the SaaS industry. Experience working with companies like Kyndryl, DXC, Presidio is a plus.
  • 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.

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