Senior Partner Manager

  • Workato
  • Mountain View, CA, USA
  • Sep 07, 2019
Full time General Managers and Management Executives

Job Description


You are the "CEO" for a portfolio of ISV (Independent Software Vendor) partner relationships. You will develop a deep understanding of the partners' business, establish alignment across the partnerships, and grow continuous partner related revenue. To maximize revenue, you are the driver in joint GTM (Go To Market) plans and activities, such as product evangelism, sales engagements, and/or customer success, technical enablement, one on one meetings with sales reps and teams, direct campaigns with request for sales collaboration etc. This requires experimentation and constant adjustment of the strategy.

As you do not have a direct team, but steer a matrixed team of resources from other departments at Workato, this isn't just a management role, but you will have to be "hands on" working directly with ISV partner personnel from multiple different departments. You will also have to follow-up relentlessly and coordinate with the partner until key deals are closed by the Workato sales team as you're responsible for the revenue, not just the lead.

In short, you are detail oriented while also having the ability to be a strategic and big picture thinker. You can be highly productive with minimal oversight from management. Your role is highly visible to the CEO and leadership team as it is Workato's target to drive one third of its revenue from key ISV and SI partners.


Key Performance Metric


Partner Related ARR




Develop and implement strategies for a portfolio of ISV partners

Drive new ISV partnerships and grow continuous partner related revenue

Collaborate cross-functionally with Workato Marketing (for joint partner events and direct campaigns), Workato Customer Success (for partner technical enablement), Workato Sales (for field level partner relationships)




3-5 years experience in partner management or sales role

MBA is a plus

Ability to think strategically, look ahead and respond proactively

Understanding of business and curiosity to learn about business processes

Understanding of the B2B Enterprise software industry and SaaS business models

Sales mindset with motivation to build a business together with our ISV partner(s)

Ability to "run a business" by defining the best mix of activities to optimize joint customers with the ISV partner(s)

Entrepreneurial experience in a previous startup highly beneficial

Solid verbal and written presentation and influencing skills

Relates well to all personality types inside and outside the organization, multi-culturally. Builds appropriate rapport and uses diplomacy and tact