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GSI Alliance Manager
2 weeks ago
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 400,000 global customers, Workato empowers organizations of every size to unlock new value and lead in today’s fast-changing world. Learn how Workato helps businesses of all sizes achieve more at workato.com.Why join us? 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. We also believe in balancing productivity with self-care. We offer a vibrant and dynamic work environment along with a multitude of benefits.If this sounds right up your alley, please submit an application. We look forward to getting to know youResponsibilitiesWe’re looking for an experienced Alliance lead to develop a portfolio of global system integrator and consultancy partnerships in the EMEA region.Accelerate existing partnerships while developing early engagements, build pipeline, drive partner enablement, and maximize sales opportunities with strategic partners.Establish 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.Collaborate with Enterprise sales and customer success teams to drive new logo and expansion revenue opportunities; work with partner marketing to build robust co-marketing strategies with partners.Based in Europe and report to the VP, Partner GTM & Alliances for EMEA.Key ActivitiesGo-to-Market Strategy: Design and execute go-to-market strategies with partners, including co-selling and co-marketing initiatives.Sales Enablement: Provide partners with training, resources, and support to effectively sell and promote the company’s solutions.Strategic Partnership Development: Identify, recruit, and onboard new partners to expand market reach and revenue potential.Collaborate with Workato Sales to expand sales output through collaborative initiatives and co-selling.Relationship & Executive Management: Build relationships with executive leaders at large GSIs and consultancies to gain commitment to Workato.Business Planning: Develop joint business plans with partners to drive mutual success.Performance Management: Monitor partner performance and provide regular reports to internal stakeholders.Market Intelligence: Stay informed about industry trends and opportunities to drive continuous improvement.Cross-functional Collaboration: Work with Product, Marketing, and Customer Success to support partner initiatives.Provide thought leadership on Integration and Automation within the Partner community.Qualifications / Experience / Technical SkillsExperience: Minimum of 8 years in partner sales, business development, or enterprise sales within SaaS or with a global system integrator.Autonomous, disciplined, hands-on, and results-driven mindset.Proven track record in developing and managing large strategic partnerships that drive substantial revenue growth.Deep understanding of the SaaS business model, market dynamics, and enterprise customer needs.Strong negotiation, presentation, and closing skills with a consultative sales approach.Excellent relationship-building and communication skills to engage with partners.Analytical and problem-solving abilities with data-driven decision-making.Bachelor’s degree in Business, Marketing, or related field; MBA or advanced degree is a plus.Willingness to travel as required to meet with partners and attend industry events.Job DetailsSeniority level: Mid-Senior levelEmployment type: Full-timeJob function: Business Development and SalesIndustries: Software Development #J-18808-Ljbffr
