Partner Sales Manager

About Workato Workato is the leading Control and Execution Platform for Enterprise AI — the neutral platform enterprises trust to put AI to work across their business. Workato unifies data, applications, and processes into a single platform so AI can reliably orchestrate business processes in production at enterprise scale. Built on more than a decade of running mission-critical processes for over half the Fortune 500 — including Nasdaq, Amazon, Cisco, Vodafone, Atlassian, and Lucid Motors — Workato turns over 14,000 enterprise systems AI needs to act on into one governed execution layer. For more information, visit 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 Partners are a strategic focus for us as we move into our next stage of growth. We’re looking for a driven individual with energy, passion and initiative to drive partner awareness and channel new business for Workato. As a Partner Sales Manager, you will be key to accelerating Workato’s growth across South Korea. Working closely with our partner development, marketing and solution consulting teams, you will support our sales teams in driving opportunities with Workato partners. You’ll utilize a strategic sales mindset and execute effective channel strategies for revenue growth. The ideal candidate has a proven track record in partner sales, executive presence, enterprise sales, multi-department collaboration, strong relationship building skills and a deep understanding of the SaaS ecosystem. In this role, you will also be responsible to: • Create, own and execute a Partner Strategy and 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. • Reflecting the characteristics of the Korean enterprise market, establish Workato Enterprise MCP and AI orchestration messages in the partner ecosystem and lead joint sales and implementation models. • Discover pipeline in line with major domestic partner entry patterns (legacy system integration as iPaaS, AI execution layer construction, etc.) and support partners in securing capabilities. • Align closely with Enterprise Account Executives to develop partner-driven portfolio and pipeline plans. Identify the right Workato partner for each customer and prospect. • Manage our most important partnership relationships in the territory, own executive level relationships whilst executing strategically important partnership initiatives aligned with the regional strategy. • Recruit and on-board new partnerships that provide incremental opportunity to Workato in the region • Pipeline generation. Design and execute pipeline generation activities with partners and sales teams. • 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. • Work closely with internal teams such as Product, Marketing, and Customer Success to ensure alignment and support for partner initiatives. Requirements Qualifications / Experience / Technical Skills • Minimum of 7 years of experience in partner sales, business development or enterprise sales within the SaaS industry. • Demonstrated success in recruiting, developing and managing strategic partnerships across GSIs and RSIs that drive significant revenue growth. • Track record of successfully establishing AI governance and orchestration-related solutions in the market through cooperation with GSIs/RSIs and domestic consulting partners. • In-depth understanding of Korean enterprise legacy systems such as SAP/Oracle ERP or experience in related partner cooperation. • Experience in solution sales strategy and execution through Cloud Channels such as AWS Marketplace is preferred. • A strong understanding of the iPaaS and Automation industry is desirable, or enterprise software platforms. • Bachelor's degree in Business, Marketing, or a related field; MBA or relevant advanced degree is a plus. • Willingness to travel as required to meet with partners and attend industry events. Soft Skills / Personal Characteristics • 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. • Requires native-level Korean (writing and speaking) proficiency and excellent interpersonal and communication skills for partner onboarding, joint sales, and technical problem solving. • You have a strong network of partners, experts and executives you have worked with over the years in a primarily partnerships role. • Has strong relationships and networks with C-level and working-level staff of ma