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About WorkatoWorkato 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.comWhy 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 WhyBusiness 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 About The RoleWe’re looking for an experienced Senior Partner Success Manager to join our Partner Success department as the first regional hire in EMEA. Initially we will hire one role in the region, with a plan to scale the department over time. This person will bring strong Services and/or Partner experience, and will operate at a high level very quickly. This role will report to the Director & Global Head of Partner Success.This person will own a portfolio of Partners from a Services/delivery perspective and act as their strategic advisor. They will drive scale and maturity to help their Partners deliver high-quality results for our customers while expanding their Workato practice.Internally, this person will work with other partner functions (Partner Sales, Enablement, Experience, Operations) and key teams at Workato (Sales, Customer Success, and Professional Services). Externally, this person will work with partner leaders (executives, practice owners, technical leads, project managers, etc), and will also interact directly with prospective & existing customers as needed.This role will be critical in building and scaling the global Partner Success department – creativity and hard work, combined with relevant (and successful) experience are essential.Language, & TravelLanguage: Fluency in English requiredNot required but nice to have: fluency/business proficiency in additional languages (French, German, Italian, Dutch, Spanish, etc)Travel: Estimated at 25%, but may vary higher/lower as neededResponsibilitiesPrimary responsibilities (~70% of your time)Own a portfolio of Workato partners and drive them to achieve two primary goals:Scale & mature your partners’ Workato practice – specifically, you will guide many of Workato’s highest priority partners (GSIs, large SIs, and priority boutique SIs)Deliver consistently high-quality outcomes for our joint customersTo achieve these two goals, some of the primary day-to-day activities may include:Build strong relationships with key leaders within your Partner organizationsAct as a strategic advisor to your partners:Advise on practice/org structure, key offerings, and end-to-end Services methodology/related motions Conduct partner QBRs & health reviewsHelp your partners navigate Workato’s internal process (certifications, co-delivery motions, Product updates, etc):Help partners win key deals:Work with Partner Sales to guide partners to deliver high-quality & compelling proposals (validate proposals, align with internal teams on co-delivery plans, etc)Monitor all projects led by your Partner:Support any escalated/Red/Yellow projects, ensure metrics are tracked and reported, etcEnsure close alignment between your Partners and the account teams (CSM, Account Executives, Professional Services, etc) Scale & mature their Workato practice (the “Program Perspective”)Deliver consistently high-quality outcomes for our joint customers (the “Project Perspective”)Act as an internal expert & advocate for your PartnersBe the go-to person to handle internal questions about your Partners’ delivery capabilities, experience, success stories/case studies, performance/metrics, etcIdentify & track potential opportunities to bring your Partners into and coordinate with other internal teams to assess fit & handle logisticsAdvocate for what your Partners need from Workato. Balance your advocacy with holding your Partners accountable, while always prioritizing the customerSecondary responsibilities (~30% of your time)Guide internal teams on Partner Success processes & ensure complianceRollout new programs/processes and ensure key audiences are informedSupport leadership with department building & other activitiesHelp define new programs, build processes & assets, track data, etcEnsure system compliance for data cleanliness & analysisSupport other Partners outside your core portfolioAd-hoc support for individual partners and/or programmatic/high-volume support for partners without a dedicated Partner Success ManagerBuild strong relationships with internal teams & leadersPartner Sales, Partner Enablement, Sales, Professional Services, Customer Success, etc.Stay up to date on Workato Product offerings & positioningAttend in-person events as necessaryExperienceSkills & Experience NeededRequiredA Mix of the following experience is required (it is not expected that a candidate will possess all of the following):Deep experience & track record of success in an Enterprise SaaS environment (often 8+ years, though responsibilities & results are more important than years), working in or alongside the following roles:Partner Success, Professional Services, Customer Success, Partner/Alliances/Channel Sales and/or supporting Partner functions, Software Sales, or similar rolesStrong Professional Services experience, including some or all of the following:Building/scaling delivery practices (org design/hiring, building offerings with scope/pricing, etc)Services GTM experience (managing sales cycles, scoping engagements, delivering proposals including staffing/scope/budget/timeline, writing SOWs/contracts, driving expansions/extensions)Project management (ownership of scope/budget/timeline, oversight of delivery teams and SDLC/quality control, escalation management/project recoveries, formal certifications like PMP)Experience working with or within Partner organizations in an Enterprise SaaS environment, including some or all of the following:Experience managing a portfolio of global or enterprise partners (GSIs, SIs, etc)Strong understanding of partner-driven revenue models (sourced vs. influenced) Ability to align partner success activities to pipeline, bookings, and expansionExperience enforcing certification requirements, co-delivery rules, etcJoint Partner + Internal Professional Services co-delivery approaches/engagementsTechnical experience/background:iPaaS / Enterprise Orchestration knowledge: enough technical fluency to assess delivery approaches, quality controls, and realistic staffing/timelines for integration/automation projectsExperience with hands-on software implementation, architecture design, or similar technical rolesOther experience:Consulting: Experience guiding others on best practices to implement your recommendationsProgram design/rollout/change management: Experience building and launching new processes/programs, handling objections, and driving adoption across internal & external teamsDepartment contributions: Track record of going above and beyond to contribute to department success & scale (creating repeatable processes, providing creative ideals/solutions, etc)Data analysis & usage: Experience collecting data, establishing & tracking metrics, using data to identify insights and translating into action plansSkillsExcellent at execution: highly organized without needs others to , enjoys the tactical details/logistics of operations, and always deliver resultsStrong work ethic: always meets deadlines and can be counted on when things get busyAttention to detail: obvious whether designing processes, analyzing data, or writing an emailCommunication: very comfortable leading executive-level meetings/presentations, writes and speaks clearly, proactively communicates status & needsRelationship Building: creates and maintains close relationships with key individualsLearning: able to learn new technologies, open minded and flexibleCreativity: generates ideas, solves problems, suggests unusual approachesLogical Decision Making: understands priorities and makes decisions with the big picture in mindCollaboration: a team player that prioritizes results and can influence others without authority to define and drive toward a joint visionComfortable with ambiguity: able to remain effective in new environments without defined playbooks
