Manager, Solutions Engineering at Workato

Hyderabad, IndiaFull-timeSales and Customer SuccessPosted 10 days ago

About the Role

<div class="content-intro"><h1>About Workato</h1> 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 <a href="http://www.workato.com" target="_blank">www.workato.com</a> <h1>Why join us?</h1> 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 <a href="http://www.workato.com/careers">along with a multitude of benefits</a> 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: <ul> <li style="font-weight: 400;"> <a href="https://www.businessinsider.com/47-enterprise-startups-to-bet-your-career-on-in-2020-2019-12">Business Insider</a> named us an “enterprise startup to bet your career on” </li> <li style="font-weight: 400;"> <a href="https://www.forbes.com/cloud100/#a57477b5f941">Forbes’ Cloud 100</a> recognized us as one of the top 100 private cloud companies in the world </li> <li style="font-weight: 400;"> <a href="https://www2.deloitte.com/us/en/pages/technology-media-and-telecommunications/articles/fast500-winners.html">Deloitte Tech Fast 500</a> ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America </li> <li> <a href="https://qz.com/work/2053446/the-best-companies-for-working-from-home/">Quartz</a> ranked us the #1 best company for remote workers </li> </ul></div><h1>Responsibilities</h1> The Manager, Presales Shared Services leads a centralised, high-impact team that accelerates pipeline and improves presales execution quality across the organisation. This role is the operational backbone of the presales motion — owning the development and maintenance of demo assets, proof of concept delivery, RFI/RFP response management, and the health of the demo lab environment. The ideal candidate is a technically strong, operationally minded leader who thrives at the intersection of engineering, storytelling, and sales enablement. You will also be responsible to: Demo & POC Development <ul> <li style="font-family: helvetica, arial, sans-serif;"> Oversee creation and continuous improvement of reusable demo assets aligned to latest product capabilities and key use cases </li> <li style="font-family: helvetica, arial, sans-serif;"> Lead scoping, building, and delivery of POCs for strategic and complex opportunities, ensuring technical quality and buyer alignment </li> <li style="font-family: helvetica, arial, sans-serif;"> Establish best practices for demo scripting, environment stability, and persona-based storytelling </li> </ul> RFI / RFP Response Management <ul> <li style="font-family: helvetica, arial, sans-serif;"> Own end-to-end RFI, RFP, and security questionnaire responses, ensuring accuracy, quality, and on-time delivery </li> <li style="font-family: helvetica, arial, sans-serif;"> Build and maintain a centralised response library in collaboration with Product, Legal, and Security teams </li> <li style="font-family: helvetica, arial, sans-serif;"> Triage and prioritise incoming requests by strategic value and define clear SLAs for turnaround </li> </ul> Demo Lab & Environment Management <ul> <li style="font-family: helvetica, arial, sans-serif;"> Accountable for the reliability, scalability, and governance of all demo lab environments </li> <li style="font-family: helvetica, arial, sans-serif;"> Oversee provisioning, access management, version control, and regular audits to reflect current product releases </li> <li style="font-family: helvetica, arial, sans-serif;"> Establish processes for environment requests, new use case onboarding, and deprecation of outdated assets </li> </ul> Team Leadership & Development <ul> <li style="font-family: helvetica, arial, sans-serif;"> Hire, onboard, coach, and develop a high-performing team of presales engineers and technical specialists </li> <li style="font-family: helvetica, arial, sans-serif;"> Set clear goals, run regular performance conversations, and foster a culture of craftsmanship and continuous improvement </li> <li style="font-family: helvetica, arial, sans-serif;"> Balance workload across the team while protecting capacity for high-priority strategic deals </li> </ul> Presales Collaboration & Stakeholder Engagement <ul> <li style="font-family: helvetica, arial, sans-serif;"> Serve as a strategic partner to regional presales teams, establishing clear intake and engagement models for shared services access </li> <li style="font-family: helvetica, arial, sans-serif;"> Participate in pipeline reviews, QBRs, and planning sessions to anticipate demand and align priorities </li> <li style="font-family: helvetica, arial, sans-serif;"> Build trusted relationships with presales leaders, positioning the team as a force multiplier across the business </li> </ul> <h1>Requirements</h1> <h3>Qualifications / Experience / Technical Skills</h3> Required <ul> <li> 5–7 years in presales, solutions consulting, or technical sales engineering, with at least 2 years in a team lead or management role </li> <li> Hands-on experience building and delivering enterprise software demos and POCs, with the ability to craft compelling technical narratives for different buyer personas </li> <li> Proven experience managing RFP/RFI processes at scale, maintaining content libraries, and strong project management skills across multiple concurrent workstreams </li> </ul> Technical Background <ul> <li> Familiarity with enterprise SaaS platforms, integration, automation, or adjacent technologies strongly preferred </li> <li> Experience managing demo or lab environments, including provisioning, sandbox governance, and version management </li> <li> Comfortable working with demo automation platforms, CRM systems, and standard collaboration tooling </li> </ul> Leadership & Collaboration <ul> <li> Proven ability to lead and motivate technical teams, setting a high bar for quality and fostering a culture of knowledge sharing </li> <li> Strong communication skills with the ability to engage credibly across both technical practitioners and senior presales and sales leaders </li> <li> Experience in a shared services, centre of excellence, or enablement function is a strong differentiator </li> </ul> <h3>Soft Skills / Personal Characteristics</h3> <ul> <li> Collaborative, adaptable, and proactive — thrives in a dynamic, high-growth environment with a passion for making an impact through technology </li> <li> Proven ability to build a winning team culture that promotes growth, personal development, and continuous improvement </li> <li> Strong written and verbal communication skills in English, with the ability to translate complex technical concepts for non-technical audiences </li> <li> Sharp business and technical acumen, with a track record of turning technology passion into measurable customer impact </li> <li> Willingness to travel as needed and work flexible hours across the territory </li> </ul> <h4>(REQ ID: 2616)</h4>

About the Role

Related Roles