Partner Sales Manager

Workato•Palo Alto, CA

13d•Remote

About The Position

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. 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. We also believe in balancing productivity with self-care. That’s why we offer all of our employees a vibrant and dynamic work environment along with a multitude of benefits they can enjoy inside and outside of their work lives.

Requirements

2–3 years of experience in partner sales, channel sales, business development, sales, customer success, or a related role within the SaaS/AI or technology industry.
Demonstrated ability to build relationships and contribute to revenue-generating activities, even if in a supporting capacity.
Familiarity with the SaaS business model and an interest in understanding market dynamics and customer needs.
Developing negotiation, presentation, and communication skills with a consultative and customer-first approach.
Bachelor's degree in Business, Marketing, or a related field.
Willingness to travel as required to meet with partners and attend industry events.
Strong interpersonal and communication skills, with a natural ability to build rapport and trust with both internal and external stakeholders.
Highly organized and detail-oriented, with the ability to manage multiple priorities and maintain accurate tracking across accounts and opportunities.
Developing analytical and problem-solving skills, with an interest in using data to inform decisions.
Willingness to learn, take feedback, and grow within a fast-paced partner sales environment.

Responsibilities

Field execution support. Work with Partner alliance teams and your Director to coordinate field execution with strategic partners across the Commercial segment.
Sales engagement. Build relationships with Commercial Account Executives to identify opportunities for partner involvement. Help match the right Workato partner to each customer and prospect.
Field sales enablement. Support enablement efforts by helping Commercial sellers understand why, when, and how to engage partners. Assist in running regular cadences with direct sellers to drive accountability and execution.
Partner engagement. Collaborate with Alliance Managers and your Director to develop an understanding of key partners' domain expertise and apply that knowledge to Commercial GTM activities.
Product knowledge. Develop a working understanding of the Workato platform and how partners leverage it in customer engagements.
Pipeline generation. Support the design and execution of pipeline generation activities with partners and sales teams, including account mapping, partner meetups, and co-selling motions.
Performance tracking. Help monitor and analyze segment performance, contributing to regular reports and insights for internal stakeholders.
Market awareness. Stay informed about industry trends, competitive landscape, and emerging opportunities relevant to partner sales.
Cross-functional collaboration. Work with internal teams, including Product, Marketing, and Customer Success, to ensure alignment and support for partner initiatives.