Job Description

We’re looking for an experienced Alliance Lead to develop a portfolio of global system integrator and consultancy partnerships in North America. This person will be responsible for accelerating existing partnerships whilst developing early engagements, building 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.

Responsibilities

• Design and execute go-to-market strategies with partners, including co-selling and co-marketing initiatives
• Provide partners with the necessary training, resources, and support to effectively sell and promote the company's solutions
• Identify, recruit, and onboard new partners to expand the company's market reach and revenue potential
• 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
• Build relationships and buy-in at the highest executive levels at large GSIs and consultancies and gain their commitment to Workato
• Collaborate with partners to develop joint business plans that align with company goals and drive mutual success
• Monitor and analyze partner performance, providing regular reports and insights to internal stakeholders
• Stay informed about industry trends, competitive landscape, and emerging opportunities to drive continuous improvement
• Work closely with internal teams such as Product, Marketing, and Customer Success to ensure alignment and support for partner initiatives
• Provide thought leadership with partners around Integration and Automation, helping to build world class practices within the Partner community

Requirements

• Minimum of 8 years of experience in partner sales, business development, or enterprise sales within the SaaS industry
• Autonomous, disciplined, hands-on, get-it-done mentality
• Demonstrated success in developing and managing large 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
• Excellent communication and presentation skills

Benefits

• No benefits