Senior Partner Success Manager - EMEA
W
WorkatoEnterprise Orchestration
EMEAFull-TimeSenior
Salary not disclosed
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Job Details
- Languages
- English
- Experience
- 8+ years
Requirements
- Deep experience & track record of success in an Enterprise SaaS environment (often 8+ years) in roles like Partner Success, Professional Services, Customer Success, Partner Sales, or similar.
- Strong Professional Services experience, including building/scaling delivery practices, Services GTM experience (managing sales cycles, scoping engagements, delivering proposals, writing SOWs/contracts, driving expansions/extensions), and project management (PMP certification is a plus).
- Experience working with or within Partner organizations in an Enterprise SaaS environment, managing a portfolio of global or enterprise partners (GSIs, SIs).
- Strong understanding of partner-driven revenue models (sourced vs. influenced) and ability to align partner success activities to pipeline, bookings, and expansion.
- Technical experience/background with iPaaS / Enterprise Orchestration knowledge, including technical fluency to assess delivery approaches and quality controls.
- Experience with hands-on software implementation, architecture design, or similar technical roles.
- Consulting experience: guiding others on best practices to implement recommendations.
- Program design/rollout/change management experience: building and launching new processes/programs and driving adoption.
- Department contributions: track record of contributing to department success & scale (creating repeatable processes, providing creative ideals/solutions).
- Data analysis & usage: collecting data, establishing & tracking metrics, using data for insights and action plans.
- Excellent at execution: highly organized, enjoys tactical details/logistics, and delivers results.
- Strong work ethic: meets deadlines and reliable.
- Attention to detail: obvious in designing processes, analyzing data, or writing emails.
- Communication: comfortable leading executive-level meetings/presentations, writes and speaks clearly, proactively communicates status & needs.
- Relationship Building: creates and maintains close relationships with key individuals.
- Learning: able to learn new technologies, open-minded and flexible.
- Creativity: generates ideas, solves problems, suggests unusual approaches.
- Logical Decision Making: understands priorities and makes decisions with the big picture in mind.
- Collaboration: a team player that prioritizes results and can influence others without authority to define and drive toward a joint vision.
- Comfortable with ambiguity: able to remain effective in new environments without defined playbooks.
Responsibilities
- Own a portfolio of Workato partners and drive them to achieve two primary goals: scale & mature their Workato practice and deliver consistently high-quality outcomes for our joint customers.
- Build strong relationships with key leaders within Partner organizations.
- Act as a strategic advisor to partners on practice/org structure, key offerings, and end-to-end Services methodology.
- Conduct partner QBRs & health reviews.
- Help partners navigate Workato’s internal process (certifications, co-delivery motions, Product updates, etc).
- Help partners win key deals by guiding them to deliver high-quality & compelling proposals.
- Monitor all projects led by partners, supporting escalated/Red/Yellow projects and ensuring metrics are tracked.
- Ensure close alignment between Partners and internal account teams (CSM, Account Executives, Professional Services, etc).
- Act as an internal expert & advocate for Partners, handling internal questions about delivery capabilities and success stories.
- Identify & track potential opportunities to bring Partners into and coordinate with internal teams for fit & logistics.
- Guide internal teams on Partner Success processes & ensure compliance, rolling out new programs/processes.
- Support leadership with department building, defining new programs, building processes & assets, and tracking data.
- Ad-hoc support for individual partners and/or programmatic/high-volume support for partners without a dedicated Partner Success Manager.
- Build strong relationships with internal teams & leaders (Partner Sales, Partner Enablement, Sales, Professional Services, Customer Success, etc).
- Stay up to date on Workato Product offerings & positioning and attend in-person events as necessary.
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