Partner Success Manager

About the role

Workato is on the lookout for its inaugural Partner Success Manager for the Asia-Pacific region to enhance our expanding team. In this pivotal role, you will serve as a strategic consultant to our key partners, guiding them in refining their service offerings and ensuring they achieve excellent results for our mutual enterprise clients. This position will report directly to the Global Head of Partner Success and requires a candidate who can establish processes from scratch while effectively managing intricate stakeholder relationships.

Key facts

What you'll do

• Oversee a portfolio of essential partners, including Global System Integrators (GSIs) and large System Integrators (SIs), to enhance their implementation of Workato solutions.
• Conduct routine business evaluations and health assessments to ensure partners uphold the expected quality benchmarks.
• Assist partners in securing new business by validating their proposals and collaborating on co-delivery strategies.
• Monitor project outcomes, handle escalations, and keep track of vital metrics related to partner-led initiatives.
• Act as an internal expert on partner delivery capabilities and share success stories to promote best practices.
• Work closely with various internal teams, such as Sales, Customer Success, and Professional Services, to ensure cohesive operations.
• Contribute to the growth of the Partner Success department by developing innovative programs, processes, and operational resources.
• Foster relationships with partners to understand their business needs and align them with Workato's offerings.
• Provide training and support to partners to enhance their understanding of Workato's platform and capabilities.
• Identify opportunities for improvement in partner performance and develop strategies to address any gaps.
• Facilitate knowledge sharing among partners to promote collaboration and drive success across the ecosystem.
• Lead initiatives to gather feedback from partners and utilize it to refine processes and enhance partner satisfaction.

Requirements

• A minimum of 8 years of extensive experience in Enterprise Software as a Service (SaaS), with a focus on roles such as Partner Success, Professional Services, or Alliances.
• A proven track record of establishing and scaling delivery practices, including organizational design and service offerings.
• In-depth knowledge of Services Go-To-Market (GTM) strategies, including scoping, drafting statements of work, and managing project budgets and timelines.
• Experience managing relationships with enterprise-level partners and a solid understanding of partner-driven revenue models.
• Technical proficiency in Integration Platform as a Service (iPaaS) or enterprise orchestration to assess delivery quality and project staffing effectively.
• Strong project management capabilities, including oversight of the Software Development Life Cycle (SDLC), quality assurance, and recovery strategies for at-risk projects.
• Exceptional communication skills to lead executive-level discussions and manage complex change management processes.
• Ability to work independently and demonstrate a high level of operational discipline.

Nice to have

• Familiarity with cloud-based integration solutions and their market dynamics.
• Experience in a fast-paced startup environment, demonstrating adaptability and resourcefulness.
• Knowledge of industry trends and best practices in partner management and success.
• Previous experience in a role that required cross-functional collaboration across multiple teams.
• Understanding of the APAC market landscape and cultural nuances in partner management.

Skills & tools

• Strong analytical skills to evaluate data, track performance metrics, and convert insights into actionable strategies.
• Proficient in formal project management methodologies and tools to ensure effective execution of initiatives.
• Ability to navigate internal processes for certifications and co-delivery arrangements with partners.
• Familiarity with CRM systems and project management software to streamline operations.

Practical notes

• This position marks the first regional appointment for the Partner Success department in the Asia-Pacific region.
• The role entails collaboration across various functions and may require travel for in-person meetings and events.
• Candidates should exhibit a high degree of autonomy and a commitment to operational excellence in their work.
• This is an exciting opportunity to shape the future of partner success at Workato in a dynamic and growing market.