Job Description

Lead the discovery, scoping, and contracting of services engagements that help customers unlock the full potential of Workato’s industry-leading iPaaS and AI orchestration platform. Work side-by-side with Sales, Technical Architects, and Customer Success teams to design tailored services proposals grounded in customer goals and delivered through our proven GEARS Framework. Stay closely engaged with customers throughout delivery—building strong relationships with stakeholders, keeping teams aligned, and ensuring successful outcomes.

Responsibilities

• Identify services opportunities and generate services pipeline
• Drive services sales cycles alongside enterprise software sales
• Coach and guide internal teams on the services sales cycle
• Maintain impeccable forecasting hygiene for professional services opportunities
• Utilize industry expertise and business acumen to understand customer's motivation
• Develop and manage a territory plan and a personalized account plan for each customer
• Create a compelling vision and communicate via services proposals
• Write statements of work (SOWs) and navigate legal reviews of such contracts
• Conduct thorough knowledge transfer from pre-sales cycle knowledge to post-sales services team
• Maintain client relationships throughout professional services engagements
• Develop a deep understanding of Workato’s proprietary framework (GEARS)
• Ensure customer satisfaction goals are exceeded or met on every services engagement
• Be a Workato evangelist
• Become the trusted advisor to customers and partners
• Contribute to the growth of our professional services department
• Contribute to enhance our delivery methodology, services practice and industry POV's

Requirements

• 3+ years experience selling professional services unit within a software company, for a strategic consulting firm, or for large scale system integrator
• Experience in writing statements of work (SOWs) and navigating through complex, enterprise legal processes
• Demonstrated ability to develop and maintain C-level relationships
• Experience fostering and growing accounts
• Highly collaborative and excels in complex, matrixed environments
• Ability to thrive in a fast-paced, high growth and unpredictable environment
• Excellent verbal and written communication skills
• Self-starter and ability to work independently and as part of a distributed team
• Ability to travel up to 50%

Benefits

• No benefits