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GSI Alliance Manager

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Workato

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Location:
United Kingdom , London

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Category:
Sales

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Contract Type:
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Salary:

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Job Description:

We’re looking for an experienced Alliance lead to develop a portfolio of global system integrator and consultancy partnerships in the EMEA region. This person will be responsible for accelerating existing partnerships whilst developing early engagements, building pipeline, driving partner enablement, and maximizing sales opportunities with our strategic partners.You will be a key driver in establishing Workato as the preferred Orchestration and Agentic partner within the partner community. This role requires extensive experience in working with GSIs, operational excellence, and deep expertise in developing and building large-scale partnerships. You'll collaborate closely with our Enterprise sales and customer success teams to drive new logo and expansion revenue opportunities; and with partner marketing to build robust co-marketing strategies with our partners. This role is based in Europe and reports to the VP, Partner GTM & Alliances for EMEA.

Job Responsibility:

  • Design and execute go-to-market strategies with partners, including co-selling and co-marketing initiatives
  • Provide partners with the necessary training, resources, and support to effectively sell and promote the company's solutions
  • Identify, recruit, and onboard new partners to expand the company's market reach and revenue potential
  • Collaborate closely with the broader Workato Sales organization to expand sales output and reach through collaborative sales initiatives, co-selling efforts, and other go-to-market partner collaborations
  • Build relationships and buy-in at the highest executive levels at large GSIs and consultancies and gain their commitment to Workato
  • Collaborate with partners to develop joint business plans that align with company goals and drive mutual success
  • Monitor and analyze partner performance, providing regular reports and insights to internal stakeholders
  • Stay informed about industry trends, competitive landscape, and emerging opportunities to drive continuous improvement
  • Work closely with internal teams such as Product, Marketing, and Customer Success to ensure alignment and support for partner initiatives
  • Provide thought leadership with partners around Integration and Automation, helping to build world class practices within the Partner community

Requirements:

  • Minimum of 8 years of experience in partner sales, business development, or enterprise sales within the SaaS industry or have worked for a global system integrator
  • Demonstrable experience working with Accenture, Capgemini, Deloitte, HCL, Infosys, TCS is very desirable
  • Autonomous, disciplined, hands-on, get-it-done mentality
  • Proven track record in developing and managing large strategic partnerships that drive significant revenue growth
  • Deep understanding of the SaaS business model, market dynamics, and enterprise customer needs
  • Strong negotiation, presentation, and closing skills with a consultative sales approach
  • Excellent interpersonal and communication skills, with the ability to build rapport and trust with partners
  • Strong analytical and problem-solving skills, with the ability to make data-driven decisions
  • Bachelor's degree in Business, Marketing, or a related field
  • MBA or relevant advanced degree is a plus
  • Willingness to travel as required to meet with partners and attend industry events
  • Excellent communication and presentation skills

Additional Information:

Job Posted:
February 18, 2026

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