Partner Sales Manager

Do you have a knack for identifying and partnering with large, global system integration partners to transform customer’s business? What about thinking outside the box and championing projects across the finish line? How about delivering awesome value in every partner engagement? Are you competitive by nature and passionate about connecting the world through innovative technology? Then, we want to hear from you.

As a Partner Manager, you will build and manage a portfolio of reseller and referral partners across a range of ecosystems in Japan. You will drive business development activities across partner accounts and work closely with sales, customer success, marketing, and legal. You will be responsible for driving top line revenue growth and overall market adoption of Workato, by establishing and growing business and technical relationships while managing the day-to-day partner interactions.

You will also be responsible to:

• Establish long term mutually beneficial relationships with key partner stakeholders

• Work closely with Workato’s champions in each partner to obtain their buy-in and investment in building a Workato practice. Establish Workato as the partner’s preferred integration and automation platform

• Jointly develop a business plan with partners to meet revenue and other performance objectives. Work cross-functionally within Workato to align partner business plans with Workato’s GTM strategy

• Drive partner revenue through field engagement, pipeline development, deal registration, and regular business reviews

• Track performance and business outcomes as measured by size of partners’ automation practice, joint pipeline, Workato licensing pull-through and services revenues for the partners

• Drive joint solution building and asset creation, sales plays, as well as marketing programs with the partners through comprehensive understanding of integration and automation requirements in the market

• Work with our enablement team to design and execute technical and sales enablement programs for each partner

• Represent the partner community to provide guidance and decision support to the Head of Partnerships and other Workato Sales Leaders

• Manage contract negotiations with partners

• 5 or more years of relevant experience in sales and partner management roles with a revenue objective

• Proven track record of building executive level relationships and demonstrable success in channel strategic planning, owning sales targets and managing sales forecasts through partnering with local and regional SIs as well as Global SIs, for example Accenture, Deloitte, Cognizant, PwC and TCS

• Conscious application of sales methodologies in your process for example, MEDDPICC, SPIN, Challenger or similar

• Strong business acumen with experience in a high-growth, fast-paced company, coupled with ability to adapt to a dynamic start-up environment with a passion for making an impact

• Solid verbal and written presentation, communication, and influencing skills

• Possesses strategic thinking, able to plan ahead and respond proactively

• Strong business development and negotiation skills + ability to build appropriate rapport with diplomacy and tact