Partner Sales Manager

About the role

Workato is actively building out its footprint within the South Korean market and is seeking a highly driven individual to spearhead partner-led expansion initiatives. The successful candidate will take ownership of designing and managing strategic alliances that drive mutual growth and market penetration. You will be responsible for executing precise channel sales motions that align with the broader enterprise objectives of the platform. This position requires a deep commitment to promoting Workato's Enterprise MCP capabilities and the overarching AI orchestration narrative. You will cultivate a portfolio of high-value partnerships that focus on solving complex legacy system integration challenges. The role involves positioning our infrastructure as the critical layer for intelligent automation and AI execution within customer environments. You will act as a bridge between Workato's product vision and the execution capabilities of our partner ecosystem. Success in this role will be defined by your ability to generate sustainable revenue through collaborative selling models.

Key facts

What you'll do

• Formulate and oversee a comprehensive partner strategy that integrates co-marketing initiatives, co-selling engagements, and joint delivery frameworks to amplify market awareness.
• Champion the Workato Enterprise MCP and AI orchestration narrative, ensuring that partners can effectively communicate these advanced capabilities to shared customers.
• Spearhead the identification and cultivation of pipeline opportunities, placing significant emphasis on complex legacy system integration projects and AI execution layer implementations.
• Liaise closely with Enterprise Account Executives to ensure seamless alignment between customer requirements and the most suitable partner resources.
• Develop and sustain executive-level relationships with key strategic partners while actively recruiting new organizations to broaden our regional operational footprint.
• Architect and deploy targeted lead generation campaigns in collaboration with internal sales and marketing departments to drive qualified partner interest.
• Conduct ongoing analysis of the competitive landscape and translate insights into actionable strategic recommendations for company leadership.
• Serve as a prominent Workato subject matter expert at industry events, conferences, and executive meetings with critical decision-makers.
• Foster cross-functional collaboration with internal departments including Product, Marketing, and Customer Success to ensure partner success.
• Establish and maintain rigorous reporting mechanisms to track partner performance and forecast accuracy.
• Identify gaps in the current partner enablement materials and work with internal teams to develop impactful resources.
• Negotiate and structure agreements that align the interests of Workato with those of our strategic channel partners.
• Provide real-time feedback from the field regarding product usage, market trends, and customer sentiment to inform product development.
• Ensure all partner-related activities adhere to the company's compliance standards and ethical guidelines.

Requirements

• Possess a minimum of 7 years of cumulative experience in partner sales, business development, or enterprise SaaS sales roles.
• Demonstrate a proven track record in recruiting, onboarding, and managing strategic partnerships with Global System Integrators (GSIs) and Regional System Integrators (RSIs).
• Bring experience in establishing AI governance and orchestration solutions through consulting practices and integration partner networks.
• Show deep technical and functional knowledge of Korean enterprise legacy systems, specifically SAP or Oracle ERP implementations.
• Maintain native-level proficiency in both written and spoken Korean to effectively communicate with C-level stakeholders and technical teams.
• Have a strong, established network of contacts at the C-level and working-level within major Korean corporations and prominent SI firms.
• Hold a Bachelor degree in Business, Marketing, or a closely related field that provides a foundational understanding of commercial operations.
• Exhibit the ability to travel domestically and internationally as needed to attend partner meetings, workshops, and industry events.
• Thrive in a fast-paced environment that requires adaptability, resilience, and a high degree of self-motivation.
• Demonstrate strong analytical skills with the ability to interpret complex data sets and translate them into strategic actions.
• Commit to upholding Workato's brand integrity and values in all professional interactions.
• Be comfortable working within a lean team structure where individuals must wear multiple hats and take on diverse responsibilities.
• Understand the importance of data privacy and security protocols in handling sensitive enterprise information.

Nice to have

• Bring experience with solution sales strategies specifically within Cloud Channels such as AWS Marketplace.
• Possess a solid understanding of the iPaaS and broader automation software landscape and its evolving trends.
• Hold an MBA or another relevant advanced degree that provides additional depth in business strategy and leadership.

Practical notes

• This role requires high ownership and the ability to operate effectively within a small team structure reporting to the Singapore headquarters.
• Reference REQ ID: 2808 when applying.