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 a passionate Sr. Technical Competitive Intelligence Manager to join our growing team at Workato. This role requires a deep level of technical knowledge with some hands-on expertise in the enterprise integration and automations space. You will be the individual responsible for gathering, analyzing, synthesizing key takeaways, and presenting contextual insight on Workato’s main competitors in the integration and automation space. The ultimate goal is to explain to our field and other stakeholders how we should position our solution to win. You will serve as the deep subject matter expert on specific competitors in the enterprise integration and automation space, and be the go-to source for our pre-sales, customer success, product, marketing, partner, and sales teams arming them with insights on how to outmaneuver our competition and change the conversation towards Workato’s current product offering strengths and abilities. That is, you will take ownership of this technical CI coverage area. You should be a self-starter and comfortable working in a fast-paced environment on multiple simultaneous projects.

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”, the “Hottest 13 Productivity Software Startups to Watch in 2020!”, and the “Top 15 startups helping even non-programmers build simple apps, ahead of an expected software developer shortage” by Business Insider.

Responsibilities

  • Execute deep technical research on tier 1 competitors with a special focus on iPaaS vendors through different channels including competitive labs, customer direct conversations, and deliver actionable and current competitive updates to the sales and technical sales organizations

  • Collaborate with sales operations in gathering and disseminating technical competitive information during different stages of the sales process

  • Provide insights to product management on relevant technology advancements made by competitors 

  • Formulate competitive sales strategies, driven by strategic insight, positioning, product demos, and tools to improve sales effectiveness. 

  • Develop up-to-date internal tools (such as battle cards, product analyses, competitive responses, etc.) with a view toward improving sales effectiveness.

  • Develop up-to-date customer-facing materials and marketing campaigns to educate customers/prospects about the differentiation of Workato from select competitors.  

  • Create presentations that focus on differentiators that are clearly articulated with supporting data, fact-based analysis, and a point of view

  • Create and drive focused sales enablement sessions for the sales and CS teams and participate in business review meetings and deal reviews as required

  • Work with product marketing to create scalable product content and improvements that articulate the benefits & differentiators of our product offerings

  • Brief product teams on competitor technologies and update marketing teams about competitive messaging and positioning issues.

  • Understand technology trends relevant to our market space to identify opportunities to differentiate and threats with respect to competitive positioning

  • Support research on business-focused competitive developments through different channels including market research, industry analyst, win-loss analysis, and general surveys

Requirements

  • 8+ years of technology experience in ESB, ETL/ELT,iPaaS, API Management, and other similar products

  • 5+ years of experience in product management, competitive intelligence, product marketing,  enterprise architect or sales engineering roles (Pre-sales, solutions architect)

  • Ideally, you have an Engineering, Computer Science degree, or similar experience. Having a technical background is a must.

  • Outstanding ability to lead cross-functional teams under tight deadlines

  • Experience engaging directly with enterprise customers

  • Sales mindset. Solid understanding of the sales lifecycle and purchaser mindset.

  • Excellent writing ability, including the ability to communicate technical concepts. The ability to write clear, crisp, and compelling copy.

  • Ability to structure and present qualitative data in a compelling and convincing fashion; strong presentation and persuasion skills

  • Go-Getter. Ability to learn quickly. Willingness to roll up the sleeves and get it done. The ability to finish tasks start to finish. Enthusiasm for a fast-growing, fast-changing environment.

  • Technical education with an MBA preferred

Why Workato?

  • Supportive, collaborative, international team environment that supports remote employees (currently all of us!)

  • Long-term prospects for a professional career in a high growth company

  • Flexible Work culture

  • Be part of a community-oriented organization with a history of giving back

  • Best in class technology tools to empower you to do your best work

  • Support for professional development and continuous learning

  • Wellness programs, including fitness challenges and an occasional company day off to recover from Zoom fatigue

  • Company-sponsored team-bonding activities and team celebrations

  • Employee and Customer referral bonuses

All full-time regular employees in the US will also have the following benefits:

  • Workato Stock Options at one of Silicon Valley’s fastest growing startups

  • Health benefits: Medical, dental, vision for you and family

  • Pre-tax benefits: Flexible spending account, 401k, commuter benefits

  • Company-paid life insurance and short/long-term disability insurance

  • Employee Assistance program

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