Senior Partner Sales Manager at Workato

Stockholm, Stockholm County, Sweden

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Enterprise Software, Cloud ComputingIndustries

Requirements

Proven 10+ years experience in sales / indirect / channel partnerships, or equivalent direct Sales experience
Minimum of 5-6 years of experience in a partnership role
Strong understanding of the iPaaS and Automation industry is desirable or enterprise software platforms
Exceptional communicator – able to connect with people at all levels, both internally and externally, and communicate project expectations effectively
Thrive under pressure, high levels of productivity, and work well with constant change and the ambiguity of a high growth business environment
Strong familiarity with leading CRM and PRM tools and the discipline to keep these systems accurate and up to date with key business information

Responsibilities

Create, own and execute a Nordic Channel Plan that drives a “co-market, co-sell and co-delivery” motion, ensuring consistent growth in mindshare and visibility in the territory with new logos and upsell opportunities
Manage most important partnership relationships in the territory, both existing and new partners, own executive-level relationships whilst executing strategically important partnership initiatives, aligned with the territory strategy
Recruit new partnerships that provide incremental opportunity to Workato in the territory and coordinate due diligence processes with prospective partners and project-manage internal stakeholders through commercial, product and systems assessment
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 Workato platform where required
Serve as a regional expert while keeping in mind Workato's global footprint
Manage existing partners in the territory as well as recruit new partners that support the Nordic channel strategy

Skills

Key technologies and capabilities for this role

Partner ManagementChannel StrategySales PlanningCo-SellingCo-MarketingPartner RecruitmentAccount Management

Questions & Answers

Common questions about this position

What is the work arrangement or location policy for this role?

Quartz ranked Workato as the #1 best company for remote workers, indicating a strong emphasis on remote work.

What does the company culture at Workato look like?

Workato fosters a flexible, trust-oriented culture that empowers employees to take full ownership of their roles, driven by innovation and teamwork, while balancing productivity with self-care.

What are the main responsibilities of the Senior Partner Sales Manager?

The role involves creating and executing a Nordic Channel Plan, managing key partnership relationships, recruiting new partners, understanding the competitive landscape, and positioning as an industry expert.

What salary or compensation is offered for this position?

This information is not specified in the job description.

What makes a strong candidate for this Senior Partner Sales Manager role?

Exceptional candidates are team players who thrive in a flexible, trust-oriented culture, have experience managing executive-level partnerships, and can drive channel strategies in the Nordic region.

Workato

Cloud-based automation and integration platform

About Workato

Workato provides a cloud-based platform for automating and integrating business processes using artificial intelligence. The platform helps organizations improve efficiency by unifying integration and automation, which reduces the complexity of using multiple tools and helps eliminate data silos. Workato's features include automated ticket escalation, threat detection, compliance management, and support for remote work, making it suitable for businesses of all sizes. The company operates on a subscription model, allowing clients to access its services for a recurring fee, which supports steady revenue growth. A standout feature, AI@Work, enables users to create intelligent systems by incorporating AI into their operations, making technology more accessible and facilitating business transformation. Workato's platform is designed to adapt to changing business needs while lowering operational costs and speeding up the implementation of integrations and automations.

Mountain View, CaliforniaHeadquarters

2013Year Founded

$403.7MTotal Funding

SERIES_ECompany Stage

Enterprise Software, AI & Machine LearningIndustries

1,001-5,000Employees

Benefits

Flexible working arrangements

EAP

Health insurance

Stock options

Professional development

PTO

Company events & recreation time

Risks

Emerging AI-driven platforms may erode Workato's market share with competitive pricing.

Rapid AI advancements require Workato to invest heavily in R&D to stay competitive.

Economic downturns could reduce client spending on Workato's subscription services.

Differentiation

Workato offers AI-driven automation with a focus on security and governance.

The platform supports low-code/no-code integrations, empowering non-technical users.

Workato's Virtual Private Workato caters to highly regulated industries with stringent security needs.

Upsides

Growing demand for AI-driven automation in healthcare boosts Workato's market potential.

Hybrid work models increase the need for Workato's remote work helpdesk features.

Rising interest in low-code/no-code platforms aligns with Workato's AI@Work feature.

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