Director, Solutions Consulting

We are looking for an exceptional Director, Solutions Consulting for Presales to join our growing team. In this role, you will also be responsible to:

• Lead and manage a team of Solutions Architects (Presales) aligned to our EMEA business unit 

• Collaborate with the Global Solutions Architecture leadership team in leading Presales and Customer Success initiatives. 

• Work in partnership with the EMEA Sales Leaders in planning, forecasting, running QBRs, enabling the region and meeting revenue targets.

• Lead and manage Solutions Architecture activities during the presales cycle including discovery, scoping and technical validation, as well as driving post-sales success in helping our customers go live quickly to realize the value of Workato.

• Effectively manage, coach and enable your team with best practices in opportunity engagements and  partnering with sales and post-sales teams  to optimize customer adoption, win rates and regional target attainments.

• Work across multiple customer-facing teams (Sales, Business Development, Product, Engineering, Customer  Success) to improve the product's vision and to make global businesses and organizations successful. 

• Lead the team in setting and achieving quarterly objectives to improve internal processes, develop subject matter expertise and promote knowledge sharing and asset contribution in the team. 

• Manage effective team growth through hiring/recruitment, onboarding, continuous enablement and  performance management. 

• 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.

• Help Workato employees and customers approach and resolve technical problems and design  scalable services. 

• Sell the value of Workato products using multiple formats/channels, including phone, presentation, and  live/online product demonstrations to support the sales cycle 

• Lead the team by example in performing discovery, presenting and demonstrating Workato, managing and  executing technical workshops and proof of concepts (POCs), and responding to RFIs/RFPs 

• Work closely with Product and Engineering to review customer requirements and feedback, identify  opportunities for Workato platform enhancements and accelerate development for roadmap features to  address specific customer requirements 

• Support Marketing with evangelism activities, including writing blogs, participating in demo-driven webinars,  and speaking at industry events 

• Any other duties that may be assigned from time to time. 

  Requirements

  Qualifications / Experience / Technical Skills
  

  • Strong experience in leading and building presales organizations in the EMEA region.

  • Strong communication skills, be proficient in communicating technically complex ideas to a non-technical audience.

  • Strong background and knowledge in enterprise integration and automation across multiple verticals.
    

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

  • 10+ years of pre-sales experience in a SaaS organization

  • 5+ years of management experience in a SaaS organization

  • Experience in enterprise architecture, middleware and enterprise software

  • Experience developing customer specific value propositions and roadmaps

  • Integration product experience is preferred (but not required). Other integration vendors include MuleSoft, IBM, BEA, Oracle, TIBCO, RedHat etc.

  • Knowledge of key applications such as Salesforce, Netsuite, Workday, ServiceNow, SAP, EBusiness Suite, Databases

  Soft Skills / Personal Characteristics
  

  • Strong collaboration skills, ability to adapt to a dynamic start-up environment with a passion for making an impact

  • Strong critical thinking, analytical skills with an entrepreneurial and proactive mind-set

  • Ability to effectively prioritize tasks and manage time, even under high-pressure situations

  • Strong written and oral communication skills in English, with the ability to convey complex technical concepts effectively to a non-technical audience

  • Fast learner who can independently conduct extensive research, and synthesize ideas, information and options quickly

  • Be proactive about solving problems and be ready to take on additional initiatives and responsibilities as they emerge

  • Strong people skills with the aptitude to convey and relate ideas to others and work collaboratively to get things done.

  • Presentation and Composure in front of all levels of technical and business audiences

  • Be able to drive architectural discussions

  • Communicate effectively with Technical, Business and C Level stakeholders

  • A passion for technology and translating this passion into business impact for customers

  • Be able to travel as needed and to work flexible hours throughout the territory