Partner Sales Manager

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

Responsibilities

We are looking for an exceptional Partner Sales Manager to join our Japan channel team. In this role, you will be involved in managing existing partners in the territory as well as recruiting new partners that support the Japan channel strategy.

In this role, you will also be responsible to:

• Create, own and execute a Channel Plan that will drive a “co-market, co-sell and co-delivery” motion, ensuring that we are consistently growing our mindshare and visibility in the territory with new logos and upsell opportunities.

• Manage our most important partnership relationships in the territory in, both existing and new partners, own executive-level relationships whilst executing strategically important partnership initiatives, aligned with the territory strategy.

• Recruit new partnerships that provide incremental opportunity to Workato in the territory and coordinate due diligence processes with those prospective partners and project-manage internal stakeholders through commercial, product and systems assessment.

• Understand the competitive landscape to ensure that Workato remains a ‘partner-of-choice’ and proactively present recommendations of how to stimulate business growth to executive management.

• Position yourself as an industry expert and establish relationships with potential partners and key decision-makers in the industry, attend industry events and present the benefits of the Workaro platform where required.

• You will serve as a regional expert while keeping in mind our global footprint.

• Strong familiarity with leading CRM and PRM tools and the discipline to keep these systems accurate and up to date with key business information.

Requirements

Qualifications / Experience / Technical Skills

• Proven 3-7 years experience in sales / indirect / channel partnerships, or equivalent direct Sales experience.

• You have a minimum of 2-3 years of experience in a partnership role.

• A strong understanding of the iPaaS and Automation industry is desirable for enterprise software platforms.

Soft Skills / Personal Characteristics

• You are an exceptional communicator – being able to connect with people at all levels, both internally and with external stakeholders, and communicate project expectations effectively is critical.

• You thrive under pressure, have high levels of productivity and work well with constant change and the ambiguity of a high growth business environment supported by an established HQ.

• You have strong negotiation skills – to navigate complex commercial discussions to ensure the best outcome for Workato.

• You have a strong network - of partners, experts and executives you have worked with over the years in a primarily partnerships role.

(REQ ID: 2889)