Responsibilities

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 channel strategy in the Nordics and Netherlands, as well as managing and growing existing partner relationships.

• 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

Requirements

Qualifications / Experience / Technical Skills

• Proven 10+ years experience in sales / indirect / channel partnerships, or equivalent direct Sales experience. Within a Software, SaaS or PaaS environment.

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

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 and are able to navigate complex commercial discussions to ensure the best outcome for Workato

• An understanding of the iPaaS and Automation industry is desirable