Senior Alliances Manager

Workato transforms technology complexity into business opportunity. As the leader in enterprise orchestration, Workato helps businesses globally streamline operations by connecting data, processes, applications, and experiences. Its AI-powered platform enables teams to navigate complex workflows in real-time, driving efficiency and agility.

Trusted by a community of 400,000 global customers, Workato empowers organizations of every size to unlock new value and lead in today’s fast-changing world. Learn how Workato helps businesses of all sizes achieve more at

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.

• Accelerate existing partnerships while developing early engagements, building pipeline, driving partner enablement, and maximizing sales opportunities with our strategic partners.
• Collaborate closely with sales and customer success teams to drive new logo and expansion revenue opportunities and with partner marketing to build robust co‑marketing strategies.
• Design and execute go‑to‑market strategies with partners, including co‑selling and co‑marketing initiatives.
• Provide partners with the necessary training, resources, and support to effectively sell and promote Workato’s solutions.
• Identify, recruit, and onboard new partners to expand the company’s market reach and revenue potential.
• Collaborate with the broader Workato Sales organization to expand sales output and reach through collaborative sales initiatives, co‑selling efforts, and other go‑to‑market partner collaborations.
• Build relationships and gain executive buy‑in at the highest levels at large GSIs and consultancies.
• Collaborate with partners to develop joint business plans that align with company goals and drive mutual success.
• Monitor and analyze partner performance, providing regular reports and insights to internal stakeholders.
• Stay informed about industry trends, competitive landscape, and emerging opportunities to drive continuous improvement.
• Work closely with internal teams such as Product, Marketing, and Customer Success to ensure alignment and support for partner initiatives.
• Provide thought leadership around Integration and Automation to build world‑class practices within the partner community.

• Minimum of 8 years of experience in partner sales, business development, or enterprise sales within the SaaS industry.
• Demonstrated success in developing and managing large strategic partnerships that drive significant revenue growth.
• Deep understanding of the SaaS business model, market dynamics, and enterprise customer needs.
• Strong negotiation, presentation, and closing skills with a consultative sales approach.
• Excellent interpersonal and communication skills, with the ability to build rapport and trust with partners.
• Strong analytical and problem‑solving skills, with the ability to make data‑driven decisions.
• 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.
• Excellent communication and presentation skills.

For California applicants, the base pay for this role may range between $ – $ plus variable, benefits, perks, and equity.

Equal Employment Opportunity

As set forth in Workato’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.