Partner Sales Lead, Commercial

Responsibilities

Partners are a strategic focus for us as we move into our next stage of growth. We’re looking for a driven individual with energy, passion and initiative to drive partner awareness and channel new business for Workato. 

As a Field Partner Sales Lead, you will be key to accelerating Workato’s growth in the Commercial segment. Working closely with our partner development, marketing and solution consulting teams, you will support our North America Commercial sales teams in driving opportunities through the use of Workato partners. You’ll utilize a strategic sales mindset and execute effective channel strategies for revenue growth.

The ideal candidate has a proven track record in partner sales, executive presence, enterprise sales, multi-department collaboration, strong relationship-building skills, and a deep understanding of the SaaS ecosystem. 

In this role, you will also be responsible to:

• Work with the Partner development teams to manage the field execution with strategic partners

• Sales engagement. Align closely with Commercial sales teams to develop partner-driven portfolio and pipeline plans. Ie identify the right Workato partner for each customer and prospect

• Field sales enablement. Enable our Commercial segment sellers on why, when and how to engage partners. Conduct regular cadences with direct sellers to drive accountability and execution.    

• Strategic partner engagement. Collaborate with Partner Sales Leads to establish strategic relationships with key partners that operate in the Commercial segment. Develop a deep understanding of each partner’s key domain expertise and operationalise that into Workato’s Commercial GTM. 

• Product knowledge. Develop a deep understanding of the Workato platform.

• Pipeline generation. Design and execute pipeline generation activities with partners and sales teams. 

• Performance Management: Monitor and analyze segment performance, providing regular reports and insights to internal stakeholders. 

• Market Intelligence: Stay informed about industry trends, competitive landscape, and emerging opportunities to drive continuous improvement.

• Cross-functional Collaboration: Work closely with internal teams such as Product, Marketing, and Customer Success to ensure alignment and support for partner initiatives.

RequirementsQualifications / Experience / Technical Skills

• Experience: Minimum of 7 years of experience in partner sales, business development, or enterprise sales within the SaaS industry.

• Proven Track Record: Demonstrated success in developing and managing strategic partnerships that drive significant revenue growth.

• SaaS Knowledge: Deep understanding of the SaaS business model, market dynamics, and enterprise customer needs.

• Sales Skills: Strong negotiation, presentation, and closing skills with a consultative sales approach.

• Education: Bachelor's degree in Business, Marketing, or a related field; MBA or relevant advanced degree is a plus.

• Travel: Willingness to travel as required to meet with partners and attend industry events.

Soft Skills / Personal Characteristics

• Relationship Building: Excellent interpersonal and communication skills, with the ability to build rapport and trust with partners.

• Analytical Abilities: Strong analytical and problem-solving skills, with the ability to make data-driven decisions.

For California applicants, the pay for this role begins at $230,000 plus benefits, perks and equity.