Senior Alliances Manager - Private Equity

Senior Alliances Manager - Private Equity

Boston, Massachusetts; Denver, Colorado; New York, New York; Palo Alto, California; San Francisco, California

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.

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

Responsibilities

We're looking for an experienced Alliance lead to develop a portfolio of PE firms and consultancy partnerships in North America. This person will be responsible for accelerating existing partnerships whilst developing early engagements, building a pipeline, driving partner enablement, and maximizing sales opportunities with our strategic partners. You will be a key driver in establishing Workato as the preferred Orchestration and Agentic partner within the partner community. You'll collaborate closely with our 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 reports to the Director of Alliances.

Key Responsibilities:

• 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 company's solutions.
• Strategic Partnership Development: Identify, recruit, and onboard new partners to expand the company's 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 PE firms 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, including 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.

Requirements

Qualifications / Experience / Technical Skills

• Experience: Minimum of 8 years of experience in partner sales, business development, or enterprise sales within the SaaS industry.
• Autonomous, disciplined, hands-on, get-it-done mentality
• Proven 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: Bachelor's 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 skills

The OTE for this role may range from $230,000 to $275,000, plus benefits, perks, and equity.