Workato is the operating system for today’s fast-moving business. As a high growth company with over 6000 customers, Workato is revolutionizing the integration and automation market with investments from the top 3 SaaS companies - Salesforce, Workday, ServiceNow. Recognized as a leader by both Gartner and Forrester, it is the only AI-based platform that enables both business and IT to integrate their apps and automate workflows across their enterprise with robust security and governance. Some of the world’s top brands including Slack, Grab, Box, Visa, Broadcom run on Workato.

We are looking for an exceptional Business Development Representative to be part of our global business development (BD) team to support a portfolio of partner accounts as well the BD field team. You will directly liaise with Workato’s APAC HQ, whilst focusing on the ANZ market.

Workato has a positive, diverse, and collaborative culture—we look for people who are curious, inventive, smart, hardworking and work to be a little better every day. Workato has also been recognized amongst the “Top 47 Enterprise Startups to Bet Your Career On in 2020” and the “Hottest 13 Productivity Software Startups to Watch in 2020!” by Business Insider.by Business Insider.

Responsibilities

Do you have a knack for thinking outside the box and championing projects across the finish line? How about delivering value in every engagement? Are you competitive by nature and passionate about connecting the world through innovative technology? Then, we want to hear from you. 

You will build and manage a portfolio of partners across a range of ecosystems. You will drive business development activities across partner accounts and work closely with sales, customer success, marketing, and legal. You will be responsible for driving top line revenue growth and overall market adoption of Workato, by establishing and growing business and technical relationships while managing the day-to-day partner interactions.

The ideal candidate will have both business acumen that enables them to engage at the C-level, as well as a sales-centric aptitude that enables them to manage joint GTM efforts and to easily interact with sales executives. This person should have a demonstrated ability to think strategically about business, product, and technical challenges, as well as build and convey compelling value propositions.

In short, you are process driven and detail oriented while also having the ability to be a big picture thinker. You can be highly productive with minimal oversight from management.

  • Understand integration and automation requirements of vertical ecosystem and work closely with partners to develop responsive solutions

  • Drive partner revenue through field engagement, pipeline development, deal registration, and business reviews

  • Grow the partner ecosystem by identifying key partners that can grow Workato’s ARR

  • Ensure partner enablement so that partners are certified and have access to all tools from pre-sales to post-sales.

  • Run joint go- to- market activities such as managing co-sponsorship of large events like Gartner AADI & Symposium to smaller prospect/customer-driven events. 

  • Work cross-functionally to create and execute strategic business plans

Requirements

Skills

  • Understanding of business and curiosity to learn about business processes

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

  • Ability to adapt to a dynamic start-up environment with a passion for making an impact

  • Collaborate cross-functionally with Marketing, Sales, Customer Success, Legal, Finance

  • Builds appropriate rapport and uses diplomacy and tact

  • Solid verbal and written presentation, communications, and influencing skills

  • Possesses strategic thinking and can look ahead and respond proactively

Qualifications

  • 2-5 years experience in a sales and/or channel sales role beneficial with experience in the ANZ market 

  • Entrepreneurial experience in a previous startup highly beneficial

  • Understanding of the B2B Enterprise software industry and SaaS business models

  • MBA a plus

Key Performance Metric

  • Partner Net New ARR in ANZ

  • Partner Renewal ARR in ANZ

Why Workato?

At Workato, all full-time permanent employees* will have the following Benefits.

  • Long-term prospects for a professional career

  • Flexible Work culture

  • Workato Stock Options

  • Referral Bonus (customer / employee)

  • Performance Bonus (variable)

*Please note that for the time being (approximately the first half of 2020), this will be a contractual position attached to our Singapore entity (Asia-Pacific headquarters), as we are in the process of setting up our Australian entity.

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