Alliances Manager

workato; Palo Alto (CA); On-site; USD 150,000 - 210,000; Full time

Job summary

Workato is seeking an experienced enterprise partner sales professional in the Palo Alto area to drive strategic partnerships with large system integrators and key partners. The role focuses on accelerating joint customer engagements and expanding go-to-market motions across the partner ecosystem.

The candidate should bring 7+ years in SaaS/PaaS sales and a deep understanding of the USA partner landscape, with a proven track record of driving revenue growth through collaborations.

Qualifications

• 7+ years of SaaS or PaaS sales experience.
• Understanding of the partner landscape in the USA and how they go to market.

Responsibilities

• Inspire and guide a group of strategic partners and Global System Integrators to invest in the Workato Platform.
• Execute strategies to drive joint customer engagements at our Partners' top end-user customers, focusing on positioning, selling, and implementing Workato solutions.
• Collaborate closely with the broader Workato Sales organization to expand sales output and reach through collaborative sales initiatives and co-selling.
• Provide thought leadership with partners around Integration and Automation to build world-class practices within the Partner community.

Skills

SaaS sales

Partnership sales

Strategic partnerships

USA market

Job description

About Workato

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. To learn more, visit www.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.

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

Are you in a direct sales role and thinking of transitioning into partner sales, or do you have experience developing strategic partnerships with large system integrators like Deloitte, Capgemini, Accenture, DXC, etc.? We're looking for experienced salespeople who've leveraged partners to achieve their goals and want to build on this experience in a fully fledged partner sales role. Partners will be a key strategic focus as we move into our next stage of growth. Come and help power the iPaaS revolution.

In this role, y ou will also be responsible to:

• Inspire and guide a group of strategic partners and Global System Integrators to make high-impact investments within the Workato Platform.
• Execute strategies to drive key joint customer engagements at our Partners' top end‑user customers, focusing on positioning, selling, and implementing Workato solutions. Establish and nurture relationships with sales leadership in our partners to build mutually beneficial go‑to‑market motions.
• 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.
• Provide thought leadership with partners around Integration and Automation, helping to build world‑class practices within the Partner community.

Requirements

Qualifications / Experience / Technical Skills

• A minimum of 7+ years of SaaS or PaaS sales experience
• An understanding of the partner landscape in the USA and how they go to market.

Soft Skills / Personal Characteristics

• A self-sufficient, results-oriented leader with a penchant for execution and driving revenue growth.
• A commercial mindset, always looking for ways to add value in an engagement to drive mutually beneficial outcomes.

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(REQ ID: 2916)