About Workato

Workato 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 400000 global customers Workato empowers organizations of every size to unlock new value and lead in todays fast-changing world. Learn how Workato helps businesses of all sizes achieve more at .

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. Thats 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

About Workato

Workato 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. Learn more at .

Were a great place to work. Thats 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.

• 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

About the Role

Were looking for an experienced Principal 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.

Location: Anywhere in EMEA (fully remote except for required travel)

Not required but nice to have: London or Barcelona (these are two of Workatos EMEA offices)

Not 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 needed

Language: Fluency in English required

Responsibilities

Primary 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 Workatos highest priority partners (GSIs large SIs and priority boutique SIs)Deliver consistently high-quality outcomes for our joint customers

To achieve these two goals some of the primary day-to-day activities may include:

• Scale & mature their Workato practice (the Program Perspective)
• Build strong relationships with key leaders within your Partner organizations
• Act 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 reviews
• Help your partners navigate Workatos internal process (certifications co-delivery motions Product updates etc):
• Deliver consistently high-quality outcomes for our joint customers (the Project Perspective)
• 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 etc
• Ensure close alignment between your Partners and the account teams (CSM Account Executives Professional Services etc)
• Act as an internal expert & advocate for your Partners
  • Be the go-to person to handle internal questions about your Partners delivery capabilities experience success stories/case studies performance/metrics etc
  • Identify & track potential opportunities to bring your Partners into and coordinate with other internal teams to assess fit & handle logistics
  • Advocate for what your Partners need from Workato. Balance your advocacy with holding your Partners accountable while always prioritizing the customer

Secondary responsibilities (30% of your time)

• Guide internal teams on Partner Success processes & ensure compliance
• Rollout new programs/processes and ensure key audiences are informed
• Support leadership with department building & other activities
• Help define new programs build processes & assets track data etc
• Ensure system compliance for data cleanliness & analysis
• Support other Partners outside your core portfolio
• Ad-hoc support for individual partners and/or programmatic/high-volume support for partners without a dedicated Partner Success Manager
• Build strong relationships with internal teams & leaders
• Partner Sales Partner Enablement Sales Professional Services Customer Success etc.
• Stay up to date on Workato Product offerings & positioning
• Attend in-person events as necessary

Skills & Experience Needed

Experience

A 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 10 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 roles
• Strong 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 expansion
• Experience enforcing certification requirements co-delivery rules etc
• Joint Partner Internal Professional Services co-delivery approaches/engagements
• Technical experience/background:
• iPaaS / Enterprise Orchestration knowledge: enough technical fluency to assess delivery approaches quality controls and realistic staffing/timelines for integration/automation projects
• Experience with hands-on software implementation architecture design or similar technical roles
• Other experience:
• Consulting: Experience guiding others on best practices to implement your recommendations
• Program design/rollout/change management: Experience building and launching new processes/programs handling objections and driving adoption across internal & external teams
• Department 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 plans

Skills

• Excellent at execution: highly organized without needs others to enjoys the tactical details/logistics of operations and always deliver results
• Strong work ethic: always meets deadlines and can be counted on when things get busy
• Attention to detail: obvious whether designing processes analyzing data or writing an email
• Communication: very comfortable leading executive-level meetings/presentations writes and speaks clearly proactively communicates status & needs
• Relationship Building: creates and maintains close relationships with key individuals
• Learning: able to learn new technologies open minded and flexible
• Creativity: generates ideas solves problems suggests unusual approaches
• Logical Decision Making: understands priorities and makes decisions with the big picture in mind
• Collaboration: a team player that prioritizes results and can influence others without authority to define and drive toward a joint vision
• Comfortable with ambiguity: able to remain effective in new environments without defined playbooks