Responsibilities
- Own a portfolio of Workato partners and drive them to achieve two primary goals: Scale & mature your partners’ Workato practice
- Deliver consistently high-quality outcomes for our joint customers
- Build strong relationships with key leaders within your Partner organizations
- Act as a strategic advisor to your partners: Advise on practice/org structure, key offerings, and end-to-end Services methodology/related motions
- Conduct partner QBRs & health reviews
- Help your partners navigate Workato’s internal process (certifications, co-delivery motions, Product updates, etc)
- Help partners win key deals: Work with Partner Sales to guide partners to deliver high-quality & compelling proposals (validate proposals, align with internal teams on co-delivery plans, etc)
- Monitor all projects led by your Partner: Support any escalated/Red/Yellow projects, ensure metrics are tracked and reported, etc
- Ensure close alignment between your Partners and the account teams (CSM, Account Executives, Professional Services, etc)
- Scale & mature their Workato practice (the “Program Perspective”)
- Deliver consistently high-quality outcomes for our joint customers (the “Project Perspective”)
- Act as an internal expert & advocate for your Partners
- Be the go-to person to handle internal questions about your Partners’ delivery capabilities, experience, success stories/case studies, performance/metrics, etc
- Identify & track potential opportunities to bring your Partners into and coordinate with other internal teams to assess fit & handle logistics
- Advocate for what your Partners need from Workato. Balance your advocacy with holding your Partners accountable, while always prioritizing the customer
- Guide internal teams on Partner Success processes & ensure compliance
- Rollout new programs/processes and ensure key audiences are informed
- Support leadership with department building & other activities
- Help define new programs, build processes & assets, track data, etc
- Ensure system compliance for data cleanliness & analysis
- Support other Partners outside your core portfolio
- Ad-hoc support for individual partners and/or programmatic/high-volume support for partners without a dedicated Partner Success Manager
- Build strong relationships with internal teams & leaders Partner Sales, Partner Enable, Sales, Professional Services, Customer Success, etc.
- Stay up to date on Workato Product offerings & positioning
- Attend in-person events as necessary
Requirements
- Fluency in English required
- Deep experience & track record of success in an Enterprise SaaS environment (often 8+ years, though responsibilities & results are more important than years), working in or alongside the following roles: Partner Success, Professional Services, Customer Success, Partner/Alliances/Channel Sales and/or supporting Partner functions, Software Sales, or similar roles
- Strong Professional Services experience, including some or all of the following: Building/scaling delivery practices (org design/hiring, building offerings with scope/pricing, etc)
- Services GTM experience (managing sales cycles, scoping engagements, delivering proposals including staffing/scope/budget/timeline, writing SOWs/contracts, driving expansions/extensions)
- Project management (ownership of scope/budget/timeline, oversight of delivery teams and SDLC/quality control, escalation management/project recoveries, formal certifications like PMP)
- Experience working with or within Partner organizations in an Enterprise SaaS environment, including some or all of the following: Experience managing a portfolio of global or enterprise partners (GSIs, SIs, etc)
- Strong understanding of partner-driven revenue models (sourced vs. influenced)
- Ability to align partner success activities to pipeline, bookings, and expansion
- Experience enforcing certification requirements, co-delivery rules, etc
- Joint Partner + Internal Professional Services co-delivery approaches/engagements
- iPaaS / Enterprise Orchestration knowledge: enough technical fluency to assess delivery approaches, quality controls, and realistic staffing/timelines for integration/automation projects
- Experience with hands-on software implementation, architecture design, or similar technical roles
- Consulting: Experience guiding others on best practices to implement your recommendations
- Program design/rollout/change management: Experience building and launching new processes/programs, handling objections, and driving adoption across internal & external teams
- Department contributions: Track record of going above and beyond to contribute to department success & scale (creating repeatable processes, providing creative ideals/solutions, etc)
- Data analysis & usage: Experience collecting data, establishing & tracking metrics, using data to identify insights and translating into action plans
- Excellent at execution: highly organized without needs others to, enjoys the tactical details/logistics of operations, and always deliver results
- Strong work ethic: always meets deadlines and can be counted on when things get busy
- Attention to detail: obvious whether designing processes, analyzing data, or writing an email
- Communication: very comfortable leading executive-level meetings/presentations, writes and speaks clearly, proactively communicates status & needs
- Relationship Building: creates and maintains close relationships with key individuals
- Learning: able to learn new technologies, open minded and flexible
- Creativity: generates ideas, solves problems, suggests unusual approaches
- Logical Decision Making: understands priorities and makes decisions with the big picture in mind
- Collaboration: a team player that prioritizes results and can influence others without authority to define and drive toward a joint vision
- Comfortable with ambiguity: able to remain effective in new environments without defined playbooks
Nice to Have
- Not required but nice to have: fluency/business proficiency in additional languages (French, German, Italian, Dutch, Spanish, etc)
Work Arrangement
Remote (Country)
