Responsibilities

We seek an exceptional Senior Solutions Consultant (Presales) to join our Embedded Platform Team to support our US region. This role will report to our Director of Solutions Consulting (Embedded) and will play an integral role in working as the key advisor and advocate for Workato’s Embedded Platform to help prospective customers achieve their business outcomes. As a Senior Solutions Consultant (Presales), you will actively drive and manage the solutioning and evaluation phases of the sales process. You will be an integral member of the account teams. To succeed in this role, you must understand and be able to articulate technical concepts and communicate the value of Workato’s products to business and technical prospects. You will also help shape the product and direction of the company by communicating market needs to the Product Management team. We are looking for a top performer who can establish & maintain strong relationships throughout the sales cycle and who exudes a passion for understanding the needs of the customer and articulating the value of Workato’s products and solutions in meeting those needs.

In this role, you will also be responsible to:

• Being our customers’ most trusted advisor by realizing Workato’s value propositions and platform capabilities to achieve their business objectives.

• Owning and leading the sales cycle's technical diagnosis, prescription, and validation phases and providing a consultative approach in advising customers.

• Establish 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 various audiences. Primary stakeholders include product managers, developers, architects, customer success, professional services, and executive leadership.

• Sell the value of the Workato platform using multiple formats/channels, including in-person and remote online product demonstrations.

• Create and deliver 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.

• Perform business and technical discovery with customer prospects and be able to architect/build proposed solutions using the Workato platform.

• Successfully manage and execute technical workshops and in-depth proof of concepts (POCs), on-site or remotely.

• Work with new customers to achieve First Value on the platform.

• Fully own responses to functional and technical elements of RFIs/RFPs.

• Collect feedback from the field, synthesize, analyze, and channel it to Product Management and Engineering for product roadmap enhancements.

• Responsible for representing the Workato platform to customers at field events such as conferences, seminars, etc.

• Support Marketing and Event functions by evangelizing the Workato solution, including writing blogs, participating in demo-driven webinars, and speaking at industry and partner events.

Requirements

Qualifications / Experience / Technical Skills

• BA/BS or equivalent education - Computer Science degree is a plus.

• 6-10 years of pre-sales experience in a SaaS organization. Hands-on experience with iPaaS technologies is a major plus.

• 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.

• Knowledge of Ruby programming (or understanding/familiarity with object-oriented programming and scripting).

• Understanding of web technologies such as HTML, HTTP, XML, JSON

• Knowledge of front-end development, including but not limited to HTML (particularly iframes & iframe security mechanisms), Javascript, and/or CSS.

Soft Skills / Personal Characteristics

• Passionate about delivering successful customer outcomes

• Adaptable with the ability to learn new concepts and technologies and solve problems with a positive outlook.

• Strong interpersonal skills with the ability to convey and relate complex ideas to others and work collaboratively to get things done.

• Excellent presentation abilities and composure in front of all technical and business audiences.

• Ability to lead architectural discussions.

• Results-oriented and self-motivated

For California applicants, the pay for this role begins at $115,000 plus variable, benefits, perks, and equity.