Senior Alliances Manager - Private Equity at Workato

<div class="content-intro"><h1><span style="font-family: helvetica, arial, sans-serif;"><strong>About Workato</strong></span></h1> <p>Workato delivers enterprise infrastructure for the agentic era, redefining iPaaS and helping enterprises unify data, applications, processes, and AI into a single, governed platform. A leader in Enterprise MCP and trusted by 50% of the Fortune 500, Workato’s cloud-native architecture connects every application, data source, and process to power real-time orchestration at scale. With enterprise-grade security and continuous innovation at its core, Workato provides the trusted foundation for organizations to automate with confidence and operationalize AI across the business. To learn more, visit <span><a href="http://www.workato.com" target="_blank">www.workato.com</a></span></p> <h1><strong>Why join us?</strong></h1> <p><span style="font-weight: 400;">Ultimately, Workato believes in fostering a </span><strong>flexible, trust-oriented culture that empowers everyone to take full ownership of their roles</strong><span style="font-weight: 400;">. We are driven by </span><strong>innovation </strong><span style="font-weight: 400;">and looking for</span><strong> team players </strong><span style="font-weight: 400;">who want to actively build our company.&nbsp;</span></p> <p><span style="font-weight: 400;">But, we also believe in </span><strong>balancing productivity with self-care</strong><span style="font-weight: 400;">. That’s why we offer all of our employees a vibrant and dynamic work environment </span><a href="http://www.workato.com/careers"><span style="font-weight: 400;">along with a multitude of benefits</span></a><span style="font-weight: 400;"> they can enjoy inside and outside of their work lives.&nbsp;</span></p> <p><span style="font-weight: 400;">If this sounds right up your alley, please submit an application. We look forward to getting to know you!</span></p> <p><span style="font-weight: 400;">Also, feel free to check out why:</span></p> <ul> <li style="font-weight: 400;"> <p><a href="https://www.businessinsider.com/47-enterprise-startups-to-bet-your-career-on-in-2020-2019-12"><span style="font-weight: 400;">Business Insider</span></a><span style="font-weight: 400;"> named us an “enterprise startup to bet your career on”</span></p> </li> <li style="font-weight: 400;"> <p><a href="https://www.forbes.com/cloud100/#a57477b5f941"><span style="font-weight: 400;">Forbes’ Cloud 100</span></a><span style="font-weight: 400;"> recognized us as one of the top 100 private cloud companies in the world</span></p> </li> <li style="font-weight: 400;"> <p><a href="https://www2.deloitte.com/us/en/pages/technology-media-and-telecommunications/articles/fast500-winners.html"><span style="font-weight: 400;">Deloitte Tech Fast 500</span></a><span style="font-weight: 400;"> ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America</span></p> </li> <li> <p><a href="https://qz.com/work/2053446/the-best-companies-for-working-from-home/"><span style="font-weight: 400;">Quartz</span></a><span style="font-weight: 400;"> ranked us the #1 best company for remote workers</span></p> </li> </ul></div><h1><strong>Responsibilities</strong></h1> <p>We’re looking for an experienced <strong>Alliance lead</strong> to develop a portfolio of PE firms and consultancy partnerships in North America.&nbsp;</p> <p>This person will be responsible for accelerating existing partnerships whilst developing early engagements, building a pipeline, driving partner enablement, and maximizing sales opportunities with our strategic partners. You will be a key driver in establishing Workato as the preferred Orchestration and Agentic partner within the partner community.</p> <p>You'll collaborate closely with our sales and customer success teams to drive new logo and expansion revenue opportunities, and with partner marketing to build robust co-marketing strategies with our partners. This role reports to the Director of Alliences.&nbsp;</p> <p><strong>Key Responsibilities:</strong></p> <ul> <li> <p>Go-to-Market Strategy: Design and execute go-to-market strategies with partners, including co-selling and co-marketing initiatives.</p> </li> <li> <p>Sales Enablement: Provide partners with the necessary training, resources, and support to effectively sell and promote the company's solutions.</p> </li> <li> <p>Strategic Partnership Development: Identify, recruit, and onboard new partners to expand the company's market reach and revenue potential.</p> </li> <li> <p>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.</p> </li> <li> <p>Relationship &amp; Executive Management: Build relationships and buy-in at the highest executive levels at large PE firms and consultancies, and gain their commitment to Workato.&nbsp;&nbsp;</p> </li> <li> <p>Business Planning: Collaborate with partners to develop joint business plans that align with company goals and drive mutual success.</p> </li> <li> <p>Performance Management: Monitor and analyze partner performance, providing regular reports and insights to internal stakeholders.</p> </li> <li> <p>Market Intelligence: Stay informed about industry trends, competitive landscape, and emerging opportunities to drive continuous improvement.</p> </li> <li> <p>Cross-functional Collaboration: Work closely with internal teams, including Product, Marketing, and Customer Success, to ensure alignment and support for partner initiatives.</p> </li> <li> <p>Provide thought leadership with partners around Integration and Automation, helping to build world-class practices within the Partner community.</p> </li> </ul> <h1><strong>Requirements</strong></h1> <h3><strong>Qualifications / Experience / Technical Skills</strong></h3> <ul> <li> <p>Experience: Minimum of 8 years of experience in partner sales, business development, or enterprise sales within the SaaS industry.&nbsp;</p> </li> <li> <p>Autonomous, disciplined, hands-on, get-it-done mentality</p> </li> <li> <p>Proven Track Record: Demonstrated success in developing and managing large strategic partnerships that drive significant revenue growth.</p> </li> <li> <p>SaaS Knowledge: Deep understanding of the SaaS business model, market dynamics, and enterprise customer needs.</p> </li> <li> <p>Sales Skills: Strong negotiation, presentation, and closing skills with a consultative sales approach.</p> </li> <li> <p>Relationship Building: Excellent interpersonal and communication skills, with the ability to build rapport and trust with partners.</p> </li> <li> <p>Analytical Abilities: Strong analytical and problem-solving skills, with the ability to make data-driven decisions.</p> </li> <li> <p>Education: Bachelor's degree in Business, Marketing, or a related field; MBA or relevant advanced degree is a plus.</p> </li> <li> <p>Travel: Willingness to travel as required to meet with partners and attend industry events.</p> </li> <li> <p>Excellent communication and presentation skills</p> </li> </ul> <p>The OTE for this role may range from $230,000 to $275,000, plus benefits, perks, and equity.</p> <p><strong>Job Req ID: 2601</strong></p> <p><span style="color: rgb(255, 255, 255);"><strong>#LI-NJ1</strong></span></p>