Senior Partner Success Manager

Workato•Palo Alto, CA

20d•$149,000 - $201,000

About The Position

Workato transforms technology complexity into business opportunity. As the leader in enterprise orchestration, Workato helps businesses globally streamline operations by connecting data, processes, applications, and experiences. Its AI-powered platform enables teams to navigate complex workflows in real-time, driving efficiency and agility. Trusted by a community of 400,000 global customers, Workato empowers organizations of every size to unlock new value and lead in today’s fast-changing world. Learn how Workato helps businesses of all sizes achieve more at workato.com. Why join us? 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. If this sounds right up your alley, please submit an application. We look forward to getting to know you! Also, feel free to check out why: Business Insider named us an “enterprise startup to bet your career on” Forbes’ Cloud 100 recognized us as one of the top 100 private cloud companies in the world Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America Quartz ranked us the #1 best company for remote workers We’re looking for an experienced Partner Success Manager to join our Partner Success department as the first regional hire in AMER. This person will bring strong Services and/or Partner experience, and will operate at a high level very quickly. This role will report to the Director & Global Head of Partner Success (also based in North America). This person will own a portfolio of Partners from a Services/delivery perspective and act as their strategic advisor. They will drive scale and maturity to help their Partners deliver high-quality results for our customers while expanding their Workato practice. Internally, this person will work with other partner functions (Partner Sales, Enablement, Experience, Operations) and key teams at Workato (Sales, Customer Success, and Professional Services). Externally, this person will work with partner leaders (executives, practice owners, technical leads, project managers, etc), and will also interact directly with prospective & existing customers as needed. This role will be critical in building and scaling the global Partner Success department - creativity and hard work, combined with relevant (and successful) experience are essential.

Requirements

Experience in an Enterprise SaaS environment, working in or closely alongside the following roles/areas:
Partner Success, Professional Services, Customer Success, Partner/Alliances/Channel Sales and/or supporting Partner functions, Software Sales, or similar roles
Strong Professional Services experience, including some or all of the following:
Building/scaling delivery practices (org design/hiring, building offerings with scope/pricing, etc)
Services GTM experience (managing sales cycles, scoping engagements, delivering proposals including staffing/scope/budget/timeline, writing SOWs/contracts, driving expansions/extensions)
Project management (ownership of scope/budget/timeline, oversight of delivery teams and SDLC/quality control, escalation management/project recoveries, formal certifications like PMP)
Experience working with or within Partner organizations in an Enterprise SaaS environment, including some or all of the following:
Experience managing a portfolio of global or enterprise partners (GSIs, SIs, etc)
Strong understanding of partner-driven revenue models (sourced vs. influenced)
Ability to align partner success activities to pipeline, bookings, and expansion
Experience enforcing certification requirements, co-delivery rules, etc
Joint Partner + Internal Professional Services co-delivery approaches/engagements
Technical experience/background:
iPaaS / Enterprise Orchestration knowledge: enough technical fluency to assess delivery approaches, quality controls, and realistic staffing/timelines for integration/automation projects
Experience with hands-on software implementation, architecture design, or similar technical roles
Other experience:
Consulting: Experience guiding others on best practices to implement your recommendations
Program design/rollout/change management: Experience building and launching new processes/programs, handling objections, and driving adoption across internal & external teams
Department contributions: Track record of going above and beyond to contribute to department success & scale (creating repeatable processes, providing creative ideals/solutions, etc)
Data analysis & usage: Experience collecting data, establishing & tracking metrics, using data to identify insights and translating into action plans
Excellent at execution: highly organized, able to track lots of ongoing initiatives, & enjoys the tactical details/logistics of planning ahead and delivering results.
Strong work ethic: always meets deadlines and can be counted on when things get busy
Attention to detail: obvious whether designing processes, analyzing data, or writing an email
Communication: very comfortable leading executive-level meetings/presentations, writes and speaks clearly, proactively communicates status & needs
Relationship Building: creates and maintains close relationships with key individuals
Learning: able to learn new technologies, open minded and flexible
Creativity: generates ideas, solves problems, suggests unusual approaches
Logical Decision Making: understands priorities and makes decisions with the big picture in mind
Collaboration: a team player that prioritizes results and can influence others without authority to define and drive toward a joint vision
Comfortable with ambiguity: able to remain effective in new environments without defined playbooks

Responsibilities

Own a portfolio of Workato partners and drive them to achieve two primary goals:
Scale & mature their Workato practice
Deliver consistently high-quality outcomes for our joint customers
Build strong relationships with key leaders within your Partner organizations
Act as a strategic advisor to your partners:
Advise on practice/org structure, key offerings, and end-to-end Services methodology/related motions
Conduct partner QBRs & health reviews
Help your partners navigate Workato’s internal process (certifications, co-delivery motions, Product updates, etc):
Help partners win key deals:
Work with Partner Sales to guide partners to deliver high-quality & compelling proposals (validate proposals, align with internal teams on co-delivery plans, etc)
Monitor all projects led by your Partner:
Support any escalated/Red/Yellow projects, ensure metrics are tracked and reported, etc
Ensure close alignment between your Partners and the account teams (CSM, Account Executives, Professional Services, etc)
Act as an internal expert & advocate for your Partners
Be the go-to person to handle internal questions about your Partners’ delivery capabilities, experience, success stories/case studies, performance/metrics, etc
Identify & track potential opportunities to bring your Partners into and coordinate with other internal teams to assess fit & handle logistics
Advocate for what your Partners need from Workato. Balance your advocacy with holding your Partners accountable, while always prioritizing the customer
Guide internal teams on Partner Success processes & ensure compliance
Rollout new programs/processes and ensure key audiences are informed
Support leadership with department building & other activities
Help define new programs, build processes & assets, track data, etc
Ensure system compliance for data cleanliness & analysis
Support other Partners outside your core portfolio
Ad-hoc support for individual partners and/or programmatic/high-volume support for partners without a dedicated Partner Success Manager
Build strong relationships with internal teams & leaders
Partner Sales, Partner Enablement, Sales, Professional Services, Customer Success, etc.
Stay up to date on Workato Product offerings & positioning
Attend in-person events as necessary