Senior Solutions Architect

About the role

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.

Responsibilities

• Champion Workato’s enterprise platform, guiding Fortune 500 customers through complex evaluation cycles toward their business transformation goals.
• Actively lead the solutioning and technical evaluation stages of the enterprise sales process, working closely within account teams.
• Help customers understand how Workato’s platform, including its AI-powered orchestration, agentic automation, and Enterprise MCP capabilities, can transform their operations.
• Translate complex technical concepts into business value for both technical and executive audiences.
• Shape the product’s future by channeling market insights back to the Product Management team.
• Serve as the customer’s most trusted technical advisor by mapping Workato’s value propositions and platform capabilities to their enterprise business objectives across IT, HR, Finance, RevOps, and other functional areas.
• Own and lead the technical discovery, solution design, and validation phases of the enterprise sales cycle using a consultative approach.
• Partner with Account Executives, Customer Success, Professional Services, and other cross-functional teams to evangelize the Workato platform and drive the technical sales stages to completion.
• Articulate and educate prospects on business, technical, and architectural concepts, including agentic AI use cases, MCP-based connectivity, and AI operationalization, to a variety of audiences including CIOs, Enterprise Architects, IT leaders, line-of-business stakeholders, and developers.
• Sell the value of the Workato platform using multiple formats and channels, including in-person and remote product demonstrations tailored to enterprise use cases.
• Create and deliver custom product demonstrations that showcase end-to-end enterprise automation scenarios spanning multiple applications, data sources, and business processes, with emphasis on AI-powered and agentic workflows where relevant.
• Perform business and technical discovery with enterprise prospects and architect proposed solutions using the Workato platform, including integration patterns, automation workflows, and AI-powered orchestration.
• 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 and ensure a smooth handoff to post-sales teams.
• Respond to functional and technical elements of RFIs/RFPs.
• Help collect field feedback, synthesize and analyze trends, and channel insights to Product Management and Engineering for product roadmap enhancements.
• Represent the Workato platform at field events such as conferences, seminars, user groups, and partner events.
• Support Marketing and Event functions by evangelizing the Workato solution, including writing blogs, participating in demo-driven webinars, and speaking at industry events.

Requirements

• BA/BS or equivalent education; Computer Science degree is a plus.
• 5–7 years of pre-sales or solutions architecture experience in a SaaS organization required.
• Hands-on experience with iPaaS, enterprise integration, or automation technologies is a must-have.
• Demonstrable experience working with Enterprise and Fortune 1000 customers across complex, multi-stakeholder sales cycles.
• Hands-on experience with automation technologies, middleware, integration architecture patterns, web services, enterprise messaging patterns, APIs, SOA, ESB, BPM, and databases.
• Hands-on experience with cloud technologies – iPaaS, SaaS applications, cloud infrastructure (AWS, GCP, Azure).
• Strong understanding of enterprise application ecosystems including ERP (e.g., SAP, NetSuite, Oracle), CRM (e.g., Salesforce), HCM (e.g., Workday, SAP SuccessFactors), ITSM (e.g., ServiceNow), and collaboration platforms.
• Familiarity with AI and agentic automation concepts, including prompt engineering, RAG, vector databases, chain-of-thought reasoning, MCP (Model Context Protocol), AI agents, and other techniques used to improve results and performance of Gen-AI use cases.
• Familiarity with object-oriented programming and scripting.
• Understanding of web technologies such as JSON, XML, HTTP, and GraphQL.
• Experience mapping technical solutions to business outcomes across departments (IT, Finance, HR, RevOps, Security & Compliance).