Solutions Consultant

Workato; Palo Alto (CA); On-site; USD 80,000 - 130,000; Full time

Job summary

Workato, a leader in enterprise orchestration, is seeking a Solutions Consultant (Presales) to bolster their Embedded Platform Team in Palo Alto. In this critical role, you'll drive customer relationship management, aligning technical solutions with business needs while leveraging your pre-sales SaaS expertise. Join us in our mission to simplify technology complexity and help businesses thrive through innovative automation solutions.

Qualifications

• 3-5 years of pre-sales experience in SaaS required.
• Hands-on experience with iPaaS and cloud tech, including AWS, GCP, Azure.
• Familiarity with web technologies like JSON, XML, HTTP.

Responsibilities

• Drive solutioning and evaluation phases of the sales process.
• Establish partnerships with account teams to enhance sales strategy.
• Manage technical workshops and proof of concepts with customers.

Skills

Sales Strategy

Technical Communication

Customer Relationship Management

Education

BA/BS or equivalent education

Tools

Cloud Technologies

iPaaS Technologies

Job description

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 .

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!

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 are looking for an exceptional Solutions Consultant (Presales) to join our Embedded Platform Team to support our US region. This role will report to our Director of Solutions Consulting (Embedded) and will play an integral role in working as the key advisor and advocate for Workato’s Embedded Platform to help prospective customers achieve their business outcomes. As a Solutions Consultant (Presales), you will actively drive and manage the solutioning and evaluation phases of the sales process and will be an integral member of the account teams. In order to be successful in this role, you must understand and be able to articulate technical concepts as well as communicate the value of Workato’s products to business and technical prospects. You will also help shape the product and direction of the company by communicating market needs to the Product Management team. We are looking for a top performer who can establish & maintain strong relationships throughout the sales cycle, and who exudes a passion for understanding the needs of the customer and articulating the value of Workato’s products and solutions in meeting those needs.

You will also be responsible to:

Being our customer’s most trusted advisor by realizing Workato’s value propositions and platform capabilities to achieve their business objectives.

Owning and leading the technical diagnosis, prescription, and validation phases of the sales cycle and providing a consultative approach in advising customers.

Establishing partnerships with Account Executives, Solution Architects, and other functions of the Embedded Platform Team to evangelize our platform, approach, and architecture tailored to the customer’s business and drive the technical sales stages to completion.

Articulating and educating prospects on various business, technical, and architectural concepts to a variety of audiences. Primary stakeholders include product managers, developers, architects, customer success, professional services as well as executive leadership.

Sell the value of the Workato platform using multiple formats/channels, including in-person and remote online product demonstrations.

Create and deliver custom product demonstrations to support the sales cycle. This may include solving for unique customer UI/UX journeys through the use of the Embedded Platform iFrames and APIs.

Perform business and technical discovery with customer prospects and be able to architect/build proposed solutions using the Workato platform.

Successfully manage and execute technical workshops and in-depth proof of concepts (POCs), on-site or remotely.

Work with new customers to achieve First Value on the platform.

Fully own responses to functional and technical elements of RFIs/RFPs.

Collect feedback from the field, synthesize, analyze and channel to Product Management and Engineering for product roadmap enhancements.

Responsible for representing the Workato platform to customers at field events such as conferences, seminars, etc.

Support Marketing and Event functions by evangelizing the Workato solution which includes writing blogs, participating in demo-driven webinars, and speaking at industry and partner events.

Requirements

Qualifications / Experience / Technical Skills

BA/BS or equivalent education - Computer Science degree is a plus.

3-5 years of pre-sales experience in a SaaS organization required.

Hands-on experience with iPaaS technologies is a must-have.

Demonstrable experience working with Enterprise customers and complex sales cycles.

Hands-on experience with automation technologies, middleware, integration architecture patterns, web services technologies, enterprise messaging patterns, APIs, SOA, ESB, BPM, SDKs, and Databases.

Hands-on experience with cloud technologies - iPaaS, SaaS applications, cloud infrastructure (AWS, GCP, Azure)

Familiarity with object-oriented programming and scripting

Understanding of web technologies such as JSON, XML, HTTP, GraphQL

Familiarity with AI Concepts such as prompt engineering, RAG, vector databases, chain of thought reasoning, and other techniques used to improve results and performance of Gen-AI use cases

Soft Skills / Personal Characteristics

Passionate about ensuring customer success.

Adaptable and positive; eager to learn new concepts and technologies, and solve problems.

Excellent interpersonal and presentation skills; able to clearly convey complex ideas to diverse audiences and collaborate effectively.

Strong leadership abilities; comfortable leading architectural discussions and presenting to technical and business audiences at all levels.

Results-orientedand self-motivated

(REQ ID: 2116)

Apply for this job

*

indicates a required field

First Name *

Last Name *

Email *

Phone

Resume/CV *

Enter manually

Accepted file types: pdf, doc, docx, txt, rtf

Enter manually

Accepted file types: pdf, doc, docx, txt, rtf

LinkedIn Profile *

Are you authorized to work in the United States for any employer? * Select...

Will you now or in the future require visa sponsorship? * Select...

What is your expected compensation? *

Why do you think you will be successful in this role? *

U.S. Standard Demographic Questions

We invite applicants to share their demographic background. If you choose to complete this survey, your responses may be used to identify areas of improvement in our hiring process.

How would you describe your gender identity? (mark all that apply) Select...

How would you describe your racial/ethnic background? (mark all that apply) Select...

How would you describe your sexual orientation? (mark all that apply) Select...

Do you identify as transgender? Select...

Do you have a disability or chronic condition (physical, visual, auditory, cognitive, mental, emotional, or other) that substantially limits one or more of your major life activities, including mobility, communication (seeing, hearing, speaking), and learning? Select...

Are you a veteran or active member of the United States Armed Forces? Select...

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in Workato’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305

Page 1 of 1

OMB Control Number 1250-0005

Expires 04/30/2026

Voluntary Self-Identification of Disability

Form CC-305 Page 1 of 1 OMB Control Number 1250-0005 Expires 04/30/2026
Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp .

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

• Alcohol or other substance use disorder (not currently using drugs illegally)
• Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
• Blind or low vision
• Cancer (past or present)
• Cardiovascular or heart disease
• Celiac disease
• Cerebral palsy
• Deaf or serious difficulty hearing
• Diabetes
• Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
• Epilepsy or other seizure disorder
• Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
• Intellectual or developmental disability
• Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
• Missing limbs or partially missing limbs
• Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
• Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
• Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
• Partial or complete paralysis (any cause)
• Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
• Short stature (dwarfism)
• Traumatic brain injury

Disability Status Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.

By checking this box, I agree to allow Workato to store and process my data for the purpose of considering my eligibility regarding my current application for employment. *

By checking this box, I agree to allow Workato to retain my data for future opportunities for employment for up to 1095 days after the conclusion of consideration of my current application for employment.

By checking this box, I consent to Workato collecting, storing, and processing my responses to the demographic data surveys above.