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About the Role

Workato is seeking an exceptional Partner Sales Manager to join their Japan channel team. This role involves managing existing partners and recruiting new ones to support the Japan channel strategy, driving co-market, co-sell, and co-delivery motions to grow mindshare and visibility for new logos and upsell opportunities.

Responsibilities

• Create, own, and execute a Channel Plan to drive a "co-market, co-sell and co-delivery" motion.
• Grow mindshare and visibility in the territory with new logos and upsell opportunities.
• Manage existing and new important partnership relationships in the territory.
• Own executive-level relationships and execute strategically important partnership initiatives aligned with territory strategy.
• Recruit new partnerships that provide incremental opportunity to Workato in the territory.
• Coordinate due diligence processes with prospective partners.
• Project-manage internal stakeholders through commercial, product, and systems assessment.
• Understand the competitive landscape to ensure Workato remains a 'partner-of-choice'.
• Proactively present recommendations to executive management for stimulating business growth.
• Position yourself as an industry expert and establish relationships with potential partners and key decision-makers.
• Attend industry events and present the benefits of the Workato platform.
• Serve as a regional expert while keeping the global footprint in mind.
• Maintain accurate and up-to-date CRM and PRM tools with key business information.

Requirements

• Proven 3-7 years of experience in sales / indirect / channel partnerships, or equivalent direct Sales experience.
• Minimum of 2-3 years of experience in a partnership role.
• Strong understanding of the iPaaS and Automation industry for enterprise software platforms is desirable.
• Exceptional communication skills, able to connect with people at all levels, internally and externally.
• Ability to communicate project expectations effectively.
• Thrive under pressure with high levels of productivity.
• Ability to work well with constant change and ambiguity in a high-growth business environment.
• Strong negotiation skills to navigate complex commercial discussions.
• Strong network of partners, experts, and executives worked with over the years in a primarily partnerships role.

Skills

• iPaaS
• Automation
• Enterprise Software
• Sales
• Indirect Sales
• Channel Partnerships
• Direct Sales
• Partnership Management
• Communication
• Negotiation
• CRM tools
• PRM tools

Location

• Japan

Work Type

• Remote

Experience Level

• 3-7 years
• 2-3 years

Benefits

• Flexible work environment
• Trust-oriented culture
• Multitude of benefits

About the Company

• Workato delivers enterprise infrastructure for the agentic era, redefining iPaaS and helping enterprises unify data, applications, processes, and AI into a single, governed platform.
• A leader in Enterprise MCP and trusted by 50% of the Fortune 500, Workato’s cloud-native architecture connects every application, data source, and process to power real-time orchestration at scale.
• Workato provides the trusted foundation for organizations to automate with confidence and operationalize AI across the business.
• Workato believes in fostering a flexible, trust-oriented culture that empowers everyone to take full ownership of their roles.
• Workato is driven by innovation and looking for team players who want to actively build the company.
• Workato believes in balancing productivity with self-care.
• Workato offers a vibrant and dynamic work environment.
• Business Insider named Workato an “enterprise startup to bet your career on”.
• Forbes’ Cloud 100 recognized Workato as one of the top 100 private cloud companies in the world.
• Deloitte Tech Fast 500 ranked Workato as the 17th fastest growing tech company in the Bay Area, and 96th in North America.
• Quartz ranked Workato the #1 best company for remote workers.