GSI Alliance Manager

About WorkatoWorkato transforms technology complexity into business opportunity. As the leader in enterprise orchestration Workato helps businesses globally streamline operations by connecting data processes applications and experiences. Its AI-powered platform enables teams to navigate complex workflows in real-time driving efficiency and agility.Trusted by a community of 400000 global customers Workato empowers organizations of every size to unlock new value and lead in todays fast-changing world. Learn how Workato helps businesses of all sizes achieve more at .Why join usUltimately 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. Thats 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 youAlso feel free to check out why:Business Insider named us an enterprise startup to bet your career onForbes Cloud 100 recognized us as one of the top 100 private cloud companies in the worldDeloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area and 96th in North AmericaQuartz ranked us the #1 best company for remote workersResponsibilitiesWere looking for an experienced Alliance lead to develop a portfolio of global system integrator and consultancy partnerships in the EMEA region.This person will be responsible for accelerating existing partnerships whilst developing early engagements building pipeline driving partner enablement and maximizing sales opportunities with our strategic will be a key driver in establishing Workato as the preferred Orchestration and Agentic partner within the partner community. This role requires extensive experience in working with GSIs operational excellence and deep expertise in developing and building large-scale partnerships.Youll collaborate closely with our Enterprise sales and customer success teams to drive new logo and expansion revenue opportunities; and with partner marketing to build robust co-marketing strategies with our partners. This role is based in Europe and reports to the VP Partner GTM & Alliances for EMEA.Go-to-Market Strategy: Design and execute go-to-market strategies with partners including co-selling and co-marketing initiatives.Sales Enablement: Provide partners with the necessary training resources and support to effectively sell and promote the companys solutions.Strategic Partnership Development: Identify recruit and onboard new partners to expand the companys market reach and revenue potential.Collaborate closely with the broader Workato Sales organization to expand sales output and reach through collaborative sales initiatives co-selling efforts and other go-to-market partner collaborations.Relationship & Executive Management: Build relationships and buy-in at the highest executive levels at large GSIs and consultancies and gain their commitment to Workato.Business Planning: Collaborate with partners to develop joint business plans that align with company goals and drive mutual success.Performance Management: Monitor and analyze partner 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.Provide thought leadership with partners around Integration and Automation helping to build world class practices within the Partner community.RequirementsQualifications / Experience / Technical SkillsExperience: Minimum of 8 years of experience in partner sales business development or enterprise sales within the SaaS industry or have worked for a global system integrator.Demonstrable experience working with Accenture Capgemini Deloitte HCL Infosys TCS is very desirableAutonomous disciplined hands-on get-it-done mentalityProven Track Record: Demonstrated success in developing and managing large 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.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.Education: Bachelors 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.Excellent communication and presentation skillsRequired Experience:Manager Key Skills Restaurant Experience,Customer Service,Employee Evaluation,Management Experience,Math,Employment & Labor Law,Sanitation,Leadership Experience,P&L Management,Mentoring,Supervising Experience,Restaurant Management Employment Type : Full Time Experience: years Vacancy: 1