About Workato
Workato transforms technology complexity into business opportunity. As the leader in Enterprise Orchestration, Workato helps businesses globally 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. Learn more at workato.Com
About the Role
We’re looking for an experienced Principal Partner Success Manager to join our Partner Success department as the first regional hire in EMEA. Initially we will hire one role in the region, with a plan to scale the department over time. This person will bring strong Services and/or Partner experience, and will operate at a high level very quickly. This role will report to the Director & General Head of Partner Success.
This person will own a portfolio of Partners from a Services/delivery perspective and act as their strategic advisor. They will drive scale and maturity to help their Partners deliver high‑quality results for our customers while expanding their Workato practice.
Internally, this person will work with other partner functions (Partner Sales, Enablement, Experience, Operations) and key teams at Workato (Sales, Customer Success, and Professional Services). Externally, they will work with partner leaders (executives, practice owners, technical leads, project managers, etc), and will also interact directly with prospective & existing customers as needed.
Location: Anywhere in EMEA (fully remote except for required travel). Travel: Estimated at 25%, but may vary higher/lower as needed. Fluency in English required.
ResponsibilitiesPrimary responsibilities (≈70% of your time)
- Own a portfolio of Workato partners and drive them to achieve two primary goals: scale & mature their Workato practice and deliver consistently high‑quality outcomes for our joint customers.
- Build strong relationships with key leaders within Partner organizations.
- Act as a strategic advisor: advise on practice/org structure, key offerings, and end‑to‑end Services methodology.
- Help partners navigate Workato’s internal process (certifications, co‑delivery motions, Product updates).
- Assist partners in winning key deals: work with Partner Sales to guide partners to deliver high‑quality & compelling proposals.
- Monitor partner projects: support escalated projects, ensure metrics are tracked and reported.
- Ensure close alignment between Partners and the account teams (CSM, Account Executives, Professional Services).
- Advocate for Partners’ needs within Workato while holding them accountable.
Secondary responsibilities (≈30% of your time)
- Guide internal teams on Partner Success processes & ensure compliance.
- Roll out new programs/processes and ensure key audiences are informed.
- Support leadership with department building & other activities.
- Maintain data cleanliness & analysis compliance.
- Provide ad‑hoc support for partners outside your core portfolio.
- Stay up to date on Workato Product offerings & positioning.
- Attend in‑person events as necessary.
Skills & Experience NeededExperience
A mix of the following experience is required (it is not expected that a candidate will possess all of the following):
- Deep experience & track record of success in an Enterprise SaaS environment (10+ years preferred).
- Roles: Partner Success, Professional Services, Customer Success, Partner/Alliances/Channel Sales, software sales, or similar.
- Strong Professional Services experience: building/scaling delivery practices, Services GTM, project management, and working with partner organizations.
- Experience managing a portfolio of global or enterprise partners (GSIs, SIs, etc).
- Understanding of partner‑driven revenue models and ability to align partner success activities to pipeline and expansion.
- Technical fluency in iPaaS/Enterprise Orchestration and hands‑on software implementation.
Skills
- Excellent execution: highly organized, detail‑focused, and results‑driven.
- Strong work ethic and reliability.
- Clear communication at executive level.
- Relationship building and collaboration.
- Creativity and logical decision‑making.
- Comfortable with ambiguity and new environments.
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