Partner Sales Manager

Workato•Palo Alto, CA

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. 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 along with a multitude of benefits they can enjoy inside and outside of their work lives. Partners are a strategic focus for us as we enter the next stage of growth. We're looking for a driven, high-energy individual with initiative and a willingness to learn who can help drive partner awareness and channel new business for Workato. As a Partner Sales Associate, you will play an important role in accelerating Workato's growth in the Commercial segment. Working closely with our Partner Sales Director, Alliance Management, Partner Marketing, and Solution Consulting Teams, you will support our North America Commercial sales teams in driving opportunities by leveraging Workato partners. You'll develop a strategic sales mindset and learn to execute effective channel strategies for revenue growth. The ideal candidate is eager to start & build a career in partner sales, has strong communication skills, is highly organized, and brings a natural curiosity about the SaaS/AI ecosystem and how partnerships drive business outcomes.

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

Coordinate field execution with strategic partners across the Commercial segment.
Build relationships with Commercial Account Executives to identify opportunities for partner involvement.
Help match the right Workato partner to each customer and prospect.
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.
Collaborate with Alliance Managers and your Director to develop an understanding of key partners' domain expertise and apply that knowledge to Commercial GTM activities.
Develop a working understanding of the Workato platform and how partners leverage it in customer engagements.
Support the design and execution of pipeline generation activities with partners and sales teams, including account mapping, partner meetups, and co-selling motions.
Help monitor and analyze segment performance, contributing to regular reports and insights for internal stakeholders.
Stay informed about industry trends, competitive landscape, and emerging opportunities relevant to partner sales.
Work with internal teams, including Product, Marketing, and Customer Success, to ensure alignment and support for partner initiatives.