Senior Solutions Consultant

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.

Why Join Us

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 look for team players who want to actively build our company. We offer a vibrant and dynamic work environment along with benefits to support both work and personal life.

• Named an “enterprise startup to bet your career on” by Business Insider
• Recognized as one of the top 100 private cloud companies in the world by Forbes’ Cloud 100
• Ranked as the 17th fastest growing tech company in the Bay Area and 96th in North America by Deloitte Tech Fast 500
• Ranked #1 best company for remote workers by Quartz

Responsibilities

• Own the technical alignment with the customer during the pre-sales lifecycle through workshops and interactions that define the customer’s future state for AI agents.
• Serve as the customer’s most trusted advisor by realizing Workato’s value propositions and platform capabilities to achieve their business outcomes.
• Own the technical diagnosis, prescription, and validation phases of the sales cycle, providing a consultative approach in advising customers.
• Collaborate with Account Executives, Solution Architects, and other functions to evangelize the platform, approach, and architecture tailored to the customer’s business, driving the technical sales stages to completion.
• Work closely with Customer Success to ensure the solution becomes a reality for the customer.
• Articulate and educate on business, technical, and architectural concepts to a variety of audiences, including business users, developers, architects, IT operations professionals, and senior IT management.
• Sell the value of Workato products using multiple formats/channels, including phone, presentations, and live/online product demonstrations.
• Create and deliver custom product demonstrations to support the sales cycle.
• Perform business and technical discovery with customer prospects and architect/build proposed solutions using Workato products.
• Successfully manage and execute technical workshops and proof of concepts (POCs), on-site or remote.
• Respond to functional and technical elements of RFIs/RFPs.
• Collect feedback from the field, synthesize, analyze, and channel it to product management and engineering for the product roadmap.
• Represent the product to customers and at field events such as conferences and seminars.
• Support Marketing with developer marketing and evangelism activities, including writing blogs, participating in demo-driven webinars, and speaking at industry events.

Requirements

• BA/BS or equivalent education; Computer Science degree preferred.
• 6-10 years of solid pre-sales experience in a SaaS/iPaaS organization.
• Hands-on experience with automation technologies, middleware, integration architecture patterns, web services technologies, enterprise messaging patterns, APIs, SOA, ESB, BPM, SDKs, bots, and databases.
• Experience with cloud technologies—iPaaS, SaaS applications, and cloud infrastructure.
• Hands-on, practical working knowledge of SAP Integration and Orchestration approaches and technologies is required.
• Knowledge of integration and Ruby programming is a plus.

Skills

• Ability to learn new concepts, technologies, and solve problems.
• Strong interpersonal skills with the ability to convey and relate ideas collaboratively.
• Excellent presentation abilities and composure in front of all levels of technical and business audiences.
• Ability to lead architectural discussions.
• Passion for technology and translating that passion into business impact for customers.
• Excellent verbal and written communication skills, as well as presentation skills.
• Ability to travel as needed and work flexible hours throughout the sales territory.