GSI Alliance Manager London, United Kingdom

Workato, Inc.; City of Westminster; On-site; GBP 70,000 - 90,000; Full time

Job summary

A leading SaaS company is looking for an experienced Alliance Lead based in the UK to develop a portfolio of global system integrator and consultancy partnerships. This role involves responsibilities such as accelerating partnerships, building marketing strategies, and providing necessary training to partners. The ideal candidate should have at least 8 years of experience in partner sales and a strong background in developing strategic alliances that drive significant revenue growth. Excellent communication and analytical skills are essential for success in this role.

Qualifications

• Minimum of 8 years of experience in partner sales, business development, or enterprise sales within the SaaS industry.
• Proven track record of developing and managing large strategic partnerships that drive significant revenue growth.
• Strong analytical and problem-solving skills, with data-driven decision-making abilities.

Responsibilities

• Accelerate existing partnerships and build pipeline.
• Drive new logo and expansion revenue opportunities.
• Design and execute go-to-market strategies with partners.
• Provide partners with necessary training and support.
• Identify and onboard new partners to expand market reach.

Skills

Partner sales

Business development

Enterprise sales

Negotiation skills

Communication skills

Analytical skills

Education

Bachelor's degree in Business, Marketing or related field

MBA or relevant advanced degree

Job description

Overview

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

Role

This role is based in Europe and reports to the VP, Partner GTM & Alliances for EMEA.

Responsibilities

• Accelerate existing partnerships while developing early engagements, building pipeline, driving partner enablement, and maximizing sales opportunities with our strategic partners.
• Drive new logo and expansion revenue opportunities by collaborating with Enterprise sales and Customer Success teams.
• Build robust co‑marketing strategies with partners.
• Design and execute go‑to‑market strategies with partners, including co‑selling and co‑marketing initiatives.
• Provide partners with the necessary training, resources, and support to effectively sell and promote the company's solutions.
• Identify, recruit, and onboard new partners to expand the company's market reach and revenue potential.
• Collaborate 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.
• Build relationships and buy‑in at the highest executive levels at large GSIs and consultancies to secure Workato commitments.
• Collaborate with partners to develop joint business plans that align with company goals and drive mutual success.
• Monitor and analyze partner performance, providing regular reports and insights to internal stakeholders.
• Stay informed about industry trends, competitive landscape, and emerging opportunities to drive continuous improvement.
• 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 build world‑class practices within the Partner community.

Qualifications

• Minimum of 8 years of experience in partner sales, business development, or enterprise sales within the SaaS industry, or experience working for a global system integrator.
• Proven track record of developing and managing large strategic partnerships that drive significant revenue growth.
• Deep understanding of the SaaS business model, market dynamics, and enterprise customer needs.
• Strong negotiation, presentation, and closing skills with a consultative sales approach.
• Excellent interpersonal and communication skills, with the ability to build rapport and trust with partners.
• Strong analytical and problem‑solving skills, with the ability to make data‑driven decisions.
• Bachelor's degree in Business, Marketing, or a related field; MBA or relevant advanced degree is a plus.
• Willingness to travel as required to meet with partners and attend industry events.
• Excellent communication and presentation skills.

To apply, please submit an application.