Senior Partner Manager, ISV EMEA New London, United Kingdom

Workato transforms technology complexity into business opportunity. As the leader in enterprise orchestration, Workato helps businesses globally streamline operations by connecting data, processes, applications, and experiences. Its AI-powered platform enables teams to navigate complex workflows in real-time, driving efficiency and agility.

Trusted by a community of 400,000 global customers, Workato empowers organizations of every size to unlock new value and lead in today’s fast-changing world. Learn how Workato helps businesses of all sizes achieve more at workato.com.

Ultimately, 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 looking for team players who want to actively build our company.

But, we also believe in balancing productivity with self-care . That’s why we offer all of our employees a vibrant and dynamic work environment along with a multitude of benefits they can enjoy inside and outside of their work lives.

If this sounds right up your alley, please submit an application. We look forward to getting to know you!

Responsibilities

Workato is leading the next wave in Enterprise Orchestration and is looking for a world-class candidate to engage key ISV’s as an EMEA Partner Manager to complement Workato’s platform offering. Your job will be to engage these strategic ISV partners and help attach Workato’s platform to their core offering.

Responsibilities will include:

1. Driving field relationships with the ISV partners and with the Workato field sales.
2. Guiding the development and launch of joint solutions with key EMEA ISV’s.
3. Executing joint GTM plans regionally.
4. Establishing and growing business and technical relationships while managing day-to-day partner interactions.
5. Driving pipeline creation, revenue growth, and overall attach rate adoption.
6. Engaging at the Executive level with a business background.
7. Managing joint GTM efforts and interacting with enterprise customers.
8. Thinking strategically about business, product, and technical challenges.
9. Building and conveying compelling value propositions.
10. Working with multiple sales and technical teams within both Workato and the partner.
11. Serving as a key member of the Workato alliance team.
12. Engaging ISV’s field sales organizations, channels, and end customers.
13. Creating detailed account plans to track partner progress.
14. Setting and managing revenue targets.
15. Creating and executing the team’s business plan with key internal stakeholders.
16. Identifying joint customer segments and industry verticals.
17. Ensuring close collaboration with partner’s customer base.
18. Understanding technical requirements and guiding joint product offerings.
19. Preparing and giving business reviews to senior management.
20. Managing complex negotiations and serving as a liaison to the legal group.
21. Creating and executing operational rigor including territory management.

Requirements

Qualifications / Experience / Soft Skills

• Proven 7+ years experience in sales / indirect / channel partnerships.
• A strong network of ISV / technology partners, SaaS experts, and executives.
• A strong understanding of the iPaaS, Automation, and SaaS platform industry.
• Exceptional communication skills for connecting with stakeholders.
• Ability to thrive under pressure and adapt to change.
• Strong negotiation skills for complex commercial discussions.

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