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Partner Sales Lead, Strategic Partnerships

2 months ago

Chicago, Illinois, United States Workato Full time
About Workato

Workato is a leading integration and automation platform that empowers businesses to streamline their operations and improve efficiency. Our platform is designed to be user-friendly, yet powerful, making it accessible to both technical and non-technical users.

We are proud to be recognized as a leader by both Forrester and Gartner, and trusted by 7,000+ of the world's top brands. Our mission is to help businesses like yours succeed in today's fast-paced digital landscape.

Why Join Us?

We believe 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. We also believe in balancing productivity with self-care, offering a vibrant and dynamic work environment along with a multitude of benefits that our employees can enjoy inside and outside of their work lives.

If you're passionate about sales, partnerships, and innovation, we'd love to hear from you.

Responsibilities

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 Enterprise Account Directors to identify opportunities and ensure the successful execution of go-to-market strategies.

Key Responsibilities:

  • 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

We're looking for a highly experienced sales professional with a proven track record in developing and managing strategic partnerships that drive significant revenue growth. The ideal candidate will have:

  • Minimum of 8 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.
  • Willingness to travel as required to meet with partners and attend industry events.

For Illinois residents, compensation begins at $140,000 base salary, plus commissions, equity, and other perks and benefits.