Senior director, partner sales

About Workato

Workato delivers enterprise infrastructure for the agentic era, redefining iPaaS and helping enterprises unify data, applications, processes, and AI into a single, governed platform. A leader in Enterprise MCP and trusted by 50% of the Fortune 500, Workato’s cloud-native architecture connects every application, data source, and process to power real-time orchestration at scale. With enterprise-grade security and continuous innovation at its core, Workato provides the trusted foundation for organizations to automate with confidence and operationalize AI across the business. To learn more, visit www.workato.com

Why join us? Ultimately, 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. That’s 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 you!

Also, feel free to check out why:

• Business Insider named us an “enterprise startup to bet your career on”
• Forbes’ Cloud 100 recognized us as one of the top 100 private cloud companies in the world
• Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America
• Quartz ranked us the #1 best company for remote workers

The Senior Director, Partner Sales is accountable for the strategic and operational leadership of our APAC Partner Ecosystem. The ideal candidate for this position will have a proven track record in forming successful, strategic partnerships in the APAC Sales region. You’ll have a successful track record of doing this in similar roles and have a strong network that you can leverage. You’re a collaborative, strategic sales professional with an eye for crafting offerings and sales plays with large partners driving strategic business plans and aligning our APAC Partners to Workato solutions.

Responsibilities:

• Passionate Field champion who can provide world-class program management and thought leadership with our System Integrator partner base to increase revenue and drive incremental business opportunities
• Establish and execute joint Go-To-Market initiatives with key APAC Focus Partners and that drive Workato lead generation and annual revenues
• Define and communicate Workato’s value propositions to the partner organization, driven through webinars, training, partner events and other communications
• Work closely with APAC leadership to define, execute and evangelize partner strategy both internally and externally
• Develop internal and external-facing marketing and sales collateral supporting the GTM partnership
• Develop domain expertise and thought leadership regarding the partner’s current areas of focus as well as potential new areas for expansion
• Work closely with the Workato Sales organization to broker account mapping and field-level relationships with Partner Sales, Marketing and overlay teams
• Strong history of building and driving pipeline generation at the field level with direct sales and go-to-market partner organizations
• Work cross-functionally with Business Operations, Enablement, Legal, Marketing, Product Marketing, Program Management, Services, Sales, Marketing and other internal organizations across Workato on a regular basis
• Strong analytical skills to determine which Go-To-Market partners and programs are driving results and insight to build on that experience
• Proven history of exceeding Alliance/Channel sales or direct sales quotas
• Ability to forecast channel revenue accurately with strong Salesforce skills
• Represent both the voice of the partner to Workato and the voice of Workato to the partner as required to resolve issues and attain revenue

Requirements Qualifications / Experience / Technical Skills

• Minimum of 12+ years’ experience in Business Development and Partner Sales
• BA/BS degree, MBA or Master’s degree from a top university a plus
• Exceptional oral and written communication skills, with an ability to speak effectively to business development leaders, executives, product managers, engineers, lawyers, and security professionals
• A business leader who is able to influence and build relationships with people across all levels and organizations internally and externally
• Passionate Field Alliances/Channel champion who can provide world-class program management and thought leadership across a Workato Partner organization to increase revenue and drive incremental business opportunities
• Highly organized and detail oriented
• Must be able to prioritize and multi-task with special attention to detail and follow-up

Soft Skills / Personal Characteristics

• Comfortable with regular travel
• Self-sufficient, focused leader with a propensity towards execution and driving revenue results
• Natural and effortless relationship management / partner development skills
• Ability to run quickly with little supervision and adapt to a fast-paced, constantly changing environment

(REQ ID: 2907)