Partner Account Manager - EMEA

Overview

Partner Account Manager - EMEA at Workato. Workato transforms technology complexity into business opportunity and helps businesses streamline operations by connecting data, processes, applications, and experiences. Its AI-powered platform enables teams to navigate complex workflows in real-time, driving efficiency and agility. Workato collaborates with a community of customers to unlock value and lead in today’s fast-changing world.

Why join us? Workato emphasizes a flexible, trust-oriented culture that empowers ownership, innovation, teamwork, productivity balanced with self-care, and a vibrant work environment with comprehensive benefits. If this sounds right for you, please submit an application.

Responsibilities

• As an Inside Partner Account Manager (iPAM), help scale Workato’s partner ecosystem across EMEA and increase partner-driven activity into repeatable co-marketing, co-sell, and co-delivery motions.
• Drive Partner-Initiated Opportunities by nurturing existing partners, recruiting and enabling high-potential partners.
• Organize scalable, programmatic pipeline generation activities; support new logo acquisition initiatives; collaborate with Sales, Marketing, Product Marketing, and Customer Success teams.
• Partner closely with regional Partner Leaders to support growth and scale across multiple markets.
• Identify, recruit, and onboard new partners who fit our IPP; plan and execute co-marketing campaigns and enablement sessions with partners.
• Build and manage a regional partner business plan with goals, KPIs, and milestones tied to pipeline, revenue, and certification targets.
• Engage in account mapping sessions with partners and align partner initiatives with sales priorities with internal stakeholders (Account Executives, Regional Sales Leadership, Partner Account Managers, Partner Marketing).
• Facilitate technical and commercial training to ensure partner readiness and success in delivering Workato solutions.
• Support the direct sales team on channel-oriented opportunities and demand generation efforts.

New Partner Acquisition

• Identify and acquire new partners, including in adjacent markets.
• Tailor outreach to meet qualified partner meeting targets and build meaningful, long-term relationships.
• Craft and execute personalized outreach that resonates with potential partners.
• Support partner management activities and track progress on key initiatives.

Data Management

• Maintain and verify Salesforce partner data to ensure accuracy and support partner management.
• Track, analyze, and report on partner marketing campaigns; provide insights for optimization.

Requirements

Qualifications / Experience / Technical Skills

• Minimum of 4-5 years of Partner Management Experience.
• Experience in Channel/Partner Sales, Inside Sales, Outbound BDR, in Tech, Cloud, Network, Cybersecurity or SaaS space.
• Strong understanding of the reseller landscape in the EMEA region.
• Expertise and network within systems integrators (SIs and GSIs) in Italy.

Soft Skills / Personal Characteristics

• Excellent communication and organizational skills, with the ability to manage multiple priorities.
• Fluency in Italian and Spanish to work with partners operating in these languages.
• Results-driven mindset with a passion for pipeline creation and partner success.
• Proactive, self-starting team player who thrives in a fast-paced environment.
• Passionate about building relationships, driving measurable impact, and enabling others to succeed.
• Energetic about building something from the ground up.

REQ ID: 2265

Details

• Seniority level: Mid-Senior level
• Employment type: Full-time
• Job function: Sales and Business Development
• Industries: Software Development

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