About Workato

Workato is the only integration and automation platform that is as simple as it is powerful — and because it’s built to power the largest enterprises, it is quite powerful. 

Simultaneously, it’s a low-code/no-code platform. This empowers any user (dev/non-dev) to painlessly automate workflows across any apps and databases.

We’re proud to be named a leader by both Forrester and Gartner and trusted by 7,000+ of the world's top brands such as Box, Grab, Slack, and more. But what is most exciting is that this is only the beginning. 

Why join us?

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. 

If this sounds right up your alley, please submit an application. We look forward to getting to know you!

Also, feel free to check out why:

  • Business Insider named us an “enterprise startup to bet your career on”

  • Forbes’ Cloud 100 recognized us as one of the top 100 private cloud companies in the world

  • Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America

  • Quartz ranked us the #1 large company for remote workers

About Workato

Workato is the only integration and automation platform that is as simple as it is powerful — and because it’s built to power the largest enterprises, it is quite powerful. 

Simultaneously, it’s a low-code/no-code platform. This empowers any user (dev/non-dev) to painlessly automate workflows across any apps and databases.

We’re proud to be named a leader by both Forrester and Gartner and trusted by 7,000+ of the world's top brands such as Box, Grab, Slack, and more. But what is most exciting is that this is only the beginning. 

Why join us?

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. 

If this sounds right up your alley, please submit an application. We look forward to getting to know you!

Also, feel free to check out why Business Insider named us an ‘enterprise startup to bet your career on”! #WeAreBlushing

All full-time regular employees will be eligible for the following benefits:

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

  • Health benefits: Medical, dental, vision for yourself and covered dependents/domestic partners

  • Pre-tax benefits: Medical and dependent care flexible spending accounts, health savings account, 401k, and commuter benefits

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

  • Paid maternity/parental leave benefits for new parents

  • Enhanced employee assistance program for mental wellness

Position Summary

Be an early member of the PSM OEM team and help shape and drive an already large portion of our business that is growing rapidly; be a leader and help develop a critical component of our business.  In this role, you will be working with customers who have chosen to leverage Workato technology within their application to deliver robust integration capabilities that further enhance the value of their product.  Using Workato in an OEM fashion enables companies to bring workflow and integration extensions to their platform with much faster time to market and deeper functionality than would be available if they were to build it themselves.

The role of the PSM OEM is diverse and critical to ensure our customers maximize their business value.  Communicating best practices for the go to market strategy necessary for any product launch is a key component to successfully deploying a new offering.  The OEM nature of the deployment enables companies to make the initiative smaller and faster but still requires critical coordination and decision making around product positioning, marketing strategy, sales compensation, sales enablement, demo capabilities, bundling, and product market fit.  The PSM will collaborate with our customers on these topics at implementation as well as ongoing through the customer lifecycle.  In addition to successfully bringing the product to market, measuring success is critical for our customers.  Best practice discussions regarding the model and measures that are appropriate are critical for success.  Attach rates, revenue, deals influenced, … can all be factors that need to be monitored and regularly reviewed.  The PSM will perform regular business reviews to cover the go to market effectiveness, determine how Workato and our partners can assist as well as regular monitoring of the success metrics.

Responsibilities

We are looking for an exceptional Customer Success Manager - Channel Partners (OEM) to join our new and growing team. This is a remote role, candidates based anywhere in the East regions of US are welcome to apply! In this role, you will also be responsible to:

  • Develop and maintain strategic business relationships with OEM customers

  • Be a best practice expert in product positioning, marketing strategy, sales compensation, sales enablement, demo capabilities and SKU configuration / bundling.  Share examples of how our community solves for these and things to consider when ensuring the right people are involved

  • Communicate best practices for measuring and communicating success

  • Own the Net Retention metric for your customers

  • Evaluate renewal risk and mitigate revenue loss

  • Expand customer ARR 

  • Execute regular business reviews to assist with continuous improvement of the solution and the go to market strategy

  • Serve as the primary point of escalation when customer issues arise, troubleshoot, and ensure quick resolution

  • Provide quantitative/qualitative analysis to inform team decision-making and product roadmap

  • Become the trusted customer advisor and be the customer advocate within Workato

Requirements

  • BS or equivalent education; MBA preferred

  • 7+ years of experience in consulting, product operations, COO operations or similar roles that have direct experience deploying a new product line

  • Consulting or roles with direct customer facing experience a plus

  • Impressive track record of high customer retention and growth desired

  • Integration technology knowledge

  • Strong sense of customer empathy and customer-centrism

  • Excellent interpersonal and communication skills

  • Strong problem solving and analytical thinking

  • Ability to build asset and materials for customers to leverage and other OEM CSM’s to use while collaborating with customers

  • Entrepreneurial drive and comfort working in ambiguous, quickly-changing environments

  • A passion for and belief in the power of automation to drive business value

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