Partner Sales Manager

The job overview for this role is that Workato is seeking a Partner Manager to build and manage a portfolio of reseller and referral partners in Japan. The Partner Manager will be responsible for driving business development activities, establishing and growing relationships with partners, and driving revenue growth and market adoption of Workato. The successful candidate will work closely with various teams within the company and be responsible for managing day-to-day partner interactions.

• Identify and partner with large, global system integration partners to transform customer's business
• Think outside the box and champion projects across the finish line
• Deliver value in every partner engagement
• Drive business development activities across partner accounts
• Work closely with sales, customer success, marketing, and legal teams
• Drive top line revenue growth and overall market adoption of Workato
• Establish and grow business and technical relationships with partners
• Establish long term mutually beneficial relationships with key partner stakeholders
• Obtain buy-in and investment from partners in building a Workato practice
• Establish Workato as the partner's preferred integration and automation platform
• Develop a business plan with partners to meet revenue and performance objectives
• Align partner business plans with Workato's GTM strategy
• Drive partner revenue through field engagement, pipeline development, deal registration, and business reviews
• Track performance and business outcomes as measured by size of partner

• Experience in identifying and partnering with large, global system integration partners
• Ability to think outside the box and champion projects to completion
• Strong track record of delivering value in partner engagements
• Competitive nature and passion for connecting the world through innovative technology
• Ability to build and manage a portfolio of reseller and referral partners
• Experience in driving business development activities across partner accounts
• Ability to work closely with sales, customer success, marketing, and legal teams
• Strong focus on driving top line revenue growth and market adoption
• Ability to establish and grow business and technical relationships with partners
• Proven ability to establish long-term mutually beneficial relationships with key partner stakeholders
• Experience in obtaining buy-in and investment from partners in building a Workato practice
• Ability to develop business plans with partners to meet revenue and performance objectives
• Strong skills in driving partner revenue through field engagement, pipeline development, deal registration, and business reviews
• Proficiency in tracking performance and business outcomes as measured by partner size

• Establish long term mutually beneficial relationships with key partner stakeholders
• Work closely with Workato’s champions in each partner to obtain their buy-in and investment in building a Workato practice
• Jointly develop a business plan with partners to meet revenue and other performance objectives
• Drive partner revenue through field engagement, pipeline development, deal registration, and regular business reviews
• Track performance and business outcomes as measured by size of partners’ automation practice, joint pipeline, Workato licensing pull-through and services revenues for the partners
• Drive joint solution building and asset creation, sales plays, as well as marketing programs with the partners through comprehensive understanding of integration and automation requirements in the market
• Work with our enablement team to design and execute technical and sales enablement programs for each partner
• Represent the partner community to provide guidance and decision support to the Head of Partnerships and other Workato Sales Leaders
• Manage contract negotiations with partners