GSI Alliance Manager

Workato; Remote; GBP 80,000 - 100,000; Full time

Job summary

A leading enterprise orchestration company is seeking an experienced Alliance Lead to develop a portfolio of global system integrator and consultancy partnerships in the EMEA region. This role requires extensive experience in partner sales, with a proven track record of managing strategic partnerships. The successful candidate will collaborate closely with sales and marketing teams to drive new revenue opportunities and establish the company as a preferred partner. Ideal candidates will have strong negotiation skills and a deep understanding of the SaaS business model.

Benefits

Vibrant work environment

Flexible work culture

Comprehensive benefits package

Qualifications

• Minimum of 8 years of experience in partner sales or business development in SaaS.
• Experience working with global system integrators like Accenture, Deloitte.
• Proven track record in managing large strategic partnerships.

Responsibilities

• Develop a portfolio of global system integrator partnerships.
• Accelerate existing partnerships and develop early engagements.
• Collaborate with sales and marketing for go-to-market strategies.

Skills

Partner sales

Business development

Enterprise sales

Negotiation

Analytical skills

Communication

Problem-solving

Education

Bachelor's degree in Business, Marketing, or related field

MBA or relevant advanced degree

Job description

About Workato

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

Responsibilities

We’re looking for an experienced Alliance lead to develop a portfolio of global system integrator and consultancy partnerships in the EMEA region.

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. This role requires extensive experience in working with GSIs, operational excellence, and deep expertise in developing and building large-scale partnerships.

You’ll collaborate closely with our Enterprise sales and customer success teams to drive new logo and expansion revenue opportunities; and with partner marketing to build robust co-marketing strategies with our partners. This role is based in Europe and reports to the VP, Partner GTM & Alliances for EMEA.

• Go-to-Market Strategy: Design and execute go-to-market strategies with partners, including co-selling and co-marketing initiatives.
• Sales Enablement: Provide partners with the necessary training, resources, and support to effectively sell and promote the company's solutions.
• Strategic Partnership Development: 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.
• Relationship & Executive Management: Build relationships and buy-in at the highest executive levels at large GSIs and consultancies and gain their commitment to Workato.
• Business Planning: Collaborate with partners to develop joint business plans that align with company goals and drive mutual success.
• Performance Management: Monitor and analyze partner performance, providing regular reports and insights to internal stakeholders.
• Market Intelligence: Stay informed about industry trends, competitive landscape, and emerging opportunities to drive continuous improvement.
• Cross-functional Collaboration: 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

Qualifications / Experience / Technical Skills

• Experience: Minimum of 8 years of experience in partner sales, business development, or enterprise sales within the SaaS industry or have worked for a global system integrator. Demonstrable experience working with Accenture, Capgemini, Deloitte, HCL, Infosys, TCS is very desirable.
• Autonomous, disciplined, hands-on, get-it-done mentality.
• Proven Track Record: Demonstrated success in developing and managing large strategic partnerships that drive significant revenue growth.
• SaaS Knowledge: Deep understanding of the SaaS business model, market dynamics, and enterprise customer needs.
• Sales Skills: Strong negotiation, presentation, and closing skills with a consultative sales approach.
• Relationship Building: Excellent interpersonal and communication skills, with the ability to build rapport and trust with partners.
• Analytical Abilities: Strong analytical and problem-solving skills, with the ability to make data-driven decisions.
• Education: Bachelor's degree in Business, Marketing, or a related field; MBA or relevant advanced degree is a plus.
• Travel: Willingness to travel as required to meet with partners and attend industry events.
• Excellent communication and presentation skills.