Senior Solutions Consultant

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. 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

• We are seeking an outstanding Senior Solutions Consultant (Pre-Sales) to join our Embedded Platform Team and support our growing EMEA Business. Reporting to Solutions Consulting leadership, this key role will advise on and champion Workato’s Embedded Platform, guiding potential customers towards their business goals.
• As a Senior Solutions Consultant (Presales), you will actively lead the solutioning and evaluation stages of the sales process, working closely within account teams.
• Success in this role requires a strong ability to explain technical concepts and demonstrate the value of Workato’s products to both business and technical prospects.
• You will help shape our product's future by sharing market insights with the Product Management team.
• The ideal candidate is a high-achiever who builds and sustains strong relationships throughout the sales cycle, and who is passionate about understanding customer needs and showcasing how Workato’s products and solutions can fulfil them.
• This role can be based in Barcelona, Berlin, Amsterdam, Milan, Paris, Madrid, London, or Dublin.
• You will also be responsible for:

• Being our customer’s most trusted advisor by realizing Workato’s value propositions and platform capabilities to achieve their business objectives.
• Owning and leading the technical diagnosis, prescription, and validation phases of the sales cycle and providing a consultative approach in advising customers.
• Establishing partnerships with Account Executives, Solution Architects, and other functions of the Embedded Platform Team to evangelize our platform, approach, and architecture tailored to the customer’s business and drive the technical sales stages to completion.
• Articulating and educating prospects on various business, technical, and architectural concepts to a variety of audiences.
• Primary stakeholders include product managers, developers, architects, customer success, professional services, as well as executive leadership.
• Selling the value of the Workato platform using multiple formats/channels, including in-person and remote online product demonstrations.
• Creating and delivering custom product demonstrations to support the sales cycle. This may include solving for unique customer UI/UX journeys through the use of the Embedded Platform iFrames and APIs.
• Performing business and technical discovery with customer prospects and being able to architect/build proposed solutions using the Workato platform.
• Successfully managing and executing technical workshops and in-depth proof of concepts (POCs), on-site or remotely.
• Working with new customers to achieve First Value on the platform.
• Fully owning responses to functional and technical elements of RFIs/RFPs.
• Collecting feedback from the field, synthesizing, analyzing, and channelling to Product Management and Engineering for product roadmap enhancements.
• Representing the Workato platform to customers at field events such as conferences, seminars, etc.
• Supporting Marketing and Event functions by evangelizing the Workato solution which includes writing blogs, participating in demo-driven webinars, and speaking at industry and partner events.

Requirements

• BA/BS or equivalent education - Computer Science degree is a plus.
• 3-5 years of pre-sales experience in a SaaS organization required.
• Hands-on experience with iPaaS technologies is a must-have.
• Demonstrable experience working with Enterprise customers and complex sales cycles.
• Hands-on experience with automation technologies, middleware, integration architecture patterns, web services technologies, enterprise messaging patterns, APIs, SOA, ESB, BPM, SDKs, and Databases.
• Hands-on experience with cloud technologies - iPaaS, SaaS applications, cloud infrastructure (AWS, GCP, Azure).
• Familiarity with object-oriented programming and scripting.
• Understanding of web technologies such as JSON, XML, HTTP, GraphQL.
• Familiarity with AI Concepts such as prompt engineering, RAG, vector databases, chain of thought reasoning, and other techniques used to improve results and performance of Gen-AI use cases.

Soft Skills / Personal Characteristics

• Passionate about ensuring customer success.
• Adaptable and positive; eager to learn new concepts and technologies, and solve problems.
• Excellent interpersonal and presentation skills; able to clearly convey complex ideas to diverse audiences and collaborate effectively.
• Strong leadership abilities; comfortable leading architectural discussions and presenting to technical and business audiences at all levels.
• Results-oriented and self-motivated.