Alliances Manager

About the Company

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.

Workato believes in fostering a flexible, trust-oriented culture that empowers everyone to take full ownership of their roles. The company is driven by innovation and seeks team players who want to actively build the business while balancing productivity with self-care. Workato has been recognized by Business Insider as an “enterprise startup to bet your career on,” Forbes’ Cloud 100 as one of the top 100 private cloud companies, Deloitte Tech Fast 500 as the 17th fastest growing tech company in the Bay Area, and Quartz as the #1 best company for remote workers.

Responsibilities

• 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.

This role is ideal for individuals in a direct sales role transitioning into partner sales or those with experience developing strategic partnerships with large system integrators like Deloitte, Capgemini, Accenture, or DXC. Partners will be a key strategic focus as Workato moves into its next stage of growth.

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.

REQ ID: 2916