Partner Sales Manager



Sales & Business Development
Paris, France
Posted on Saturday, October 14, 2023

About Workato

Workato is the only integration and automation platform that is as simple as it is powerful — and because it’s built to power the largest enterprises, it is quite powerful.

Simultaneously, it’s a low-code/no-code platform. This empowers any user (dev/non-dev) to painlessly automate workflows across any apps and databases.

We’re proud to be named a leader by both Forrester and Gartner and trusted by 7,000+ of the world's top brands such as Box, Grab, Slack, and more. But what is most exciting is that this is only the beginning.

Why join us?

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!

Also, feel free to check out why:

  • Business Insider named us an “enterprise startup to bet your career on”

  • Forbes’ Cloud 100 recognized us as one of the top 100 private cloud companies in the world

  • Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America

  • Quartz ranked us the #1 best company for remote workers


We are looking for an exceptional Partner Sales Manager to join our growing team. In this role, you will be involved in recruiting new partners that support the EMEA channel strategy as well as managing and growing existing partner relationships.

In this role, you will also be responsible to:

  • Lead, develop, own, refine, and implement a partnership strategy that aligns with and supports our overall business vision

  • Create and execute pipeline generative activities to ensure that we are consistently growing our mindshare and visibility in the territory with new logo and upsell opportunities

  • Manage our most important partnership relationships in the territory in, both existing and new partners, and own executive-level relationships

  • Recruit new partnerships that provide incremental opportunity to Workato in the territory

  • Understand the competitive landscape to ensure that Workato remains a ‘partner-of-choice’ and proactively present recommendations of how to stimulate business growth to executive management

  • Executing strategically important partnership initiatives, aligned with the territory strategy

  • Coordinate due diligence processes with prospective partners and project-manage internal stakeholders through commercial, product and systems assessment

  • Position yourself as an industry expert and establish relationships with potential partners and key decision-makers in the industry

  • You will serve as a regional expert while keeping in mind our global footprint

  • Strong familiarity with leading CRM and PRM tools and the discipline to keep these systems accurate and up to date with key business information


Qualifications / Experience / Technical Skills

  • Proven 10+ years experience in sales / indirect / channel partnerships, or equivalent direct Sales experience.

Soft Skills / Personal Characteristics

  • You are an exceptional communicator – being able to connect with people at all levels, both internally and with external stakeholders, and communicate project expectations effectively is critical

  • You thrive under pressure – and work well with constant change and the ambiguity of a startup environment supported by an established HQ

  • You have strong negotiation skills – to navigate complex commercial discussions to ensure the best outcome for Workato

  • You have a strong network - of partners, experts and executives you have worked with over the years in a primarily partnerships role

  • An understanding of the iPaaS and Automation industry is desirable