Senior Director, Partner Sales

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)

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