North America Field Partner Lead

4 days ago


Seattle, Washington, United States Workato Full time

About Workato

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We believe in fostering a flexible, trust-oriented culture that empowers everyone to take full ownership of their roles.

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We are driven by innovation and seek team players who want to actively build our company.

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We offer a vibrant and dynamic work environment along with a multitude of benefits for our employees.

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The Role

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We are seeking a senior-level professional with a proven track record in partner sales to drive growth in our Embed segment.

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You will partner with our SVP Sales, Embed segment and work closely with our partner development, marketing and solution consulting teams to support our North America Embed sales teams in driving opportunities through Workato partners.

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You'll utilize a strategic sales mindset and execute effective channel strategies for revenue growth.

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Key Responsibilities

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  • Manage the field execution with our System Integrators.
  • Sales engagement. Align closely with Embed Account Executives to develop partner-driven portfolio and pipeline plans; identify the right Workato partner for each customer and prospect.
  • Field sales enablement. Enable our Embed sellers to understand 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 complement our Embed segment. Develop a deep understanding of each partner's key domain expertise and operationalize that into Workato's Embed GTM.
  • Product knowledge. Develop a deep understanding of the Workato platform.
  • Pipeline generation. Design and execute pipeline generation activities with partners and sales teams.
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Requirements

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  • 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 that drive significant revenue growth.
  • Deep understanding of the 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, with the ability to build rapport and trust with partners.
  • Strong analytical and problem-solving skills, with the ability to make data-driven decisions.
  • Bachelor's degree in Business, Marketing, or a related field; MBA or relevant advanced degree is a plus.
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Salary and Benefits

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$220,000 (base + variable), plus equity and other perks and benefits.



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