<p>Responsibilities</p> <p>We're looking for an experienced Alliance Lead to develop a portfolio of global system integrator and consultancy partnerships in North America.</p> <p>This person will be responsible for accelerating existing partnerships whilst developing early engagements, building pipeline, driving partner enablement, and maximizing sales opportunities with our strategic partners.You will be a key driver in establishing Workato as the preferred Orchestration and Agentic partner within the partner community.</p> <p>You'll collaborate closely with our Enterprise sales and customer success teams to drive new logo and expansion revenue opportunities; and with partner marketing to build robust co-marketing strategies with our partners. This role reports to the VP, Partner GTM & Alliances for North America.</p> <ul> <li> <p>Go-to-Market Strategy: Design and execute go-to-market strategies with partners, including co-selling and co-marketing initiatives.</p> </li><li> <p>Sales Enablement: Provide partners with the necessary training, resources, and support to effectively sell and promote the company's solutions.</p> </li><li> <p>Strategic Partnership Development: Identify, recruit, and onboard new partners to expand the company's market reach and revenue potential.</p> </li><li> <p>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.</p> </li><li> <p>Relationship & Executive Management: Build relationships and buy-in at the highest executive levels at large GSIs and consultancies and gain their commitment to Workato.</p> </li><li> <p>Business Planning: Collaborate with partners to develop joint business plans that align with company goals and drive mutual success.</p> </li><li> <p>Performance Management: Monitor and analyze partner performance, providing regular reports and insights to internal stakeholders.</p> </li><li> <p>Market Intelligence: Stay informed about industry trends, competitive landscape, and emerging opportunities to drive continuous improvement.</p> </li><li> <p>Cross-functional Collaboration: Work closely with internal teams such as Product, Marketing, and Customer Success to ensure alignment and support for partner initiatives.</p> </li><li> <p>Provide thought leadership with partners around Integration and Automation, helping to build world class practices within the Partner community.</p> </li></ul> <p>Requirements</p> <p>Qualifications / Experience / Technical Skills</p> <ul> <li> <p>Minimum of 8 years of experience in partner sales, business development, or enterprise sales within the SaaS industry.</p> </li><li> <p>Autonomous, disciplined, hands-on, get-it-done mentality</p> </li><li> <p>Proven Track Record: Demonstrated success in developing and managing large strategic partnerships that drive significant revenue growth.</p> </li><li> <p>SaaS Knowledge: Deep understanding of the SaaS business model, market dynamics, and enterprise customer needs.</p> </li><li> <p>Sales Skills: Strong negotiation, presentation, and closing skills with a consultative sales approach.</p> </li><li> <p>Relationship Building: Excellent interpersonal and communication skills, with the ability to build rapport and trust with partners.</p> </li><li> <p>Analytical Abilities: Strong analytical and problem-solving skills, with the ability to make data-driven decisions.</p> </li><li> <p>Education: Bachelor's degree in Business, Marketing, or a related field; MBA or relevant advanced degree is a plus.</p> </li><li> <p>Travel: Willingness to travel as required to meet with partners and attend industry events.</p> </li><li> <p>Excellent communication and presentation skills</p> </li></ul>