Partner Sales Manager

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. With enterprise-grade security and continuous innovation at its core, Workato provides the trusted foundation for organizations to automate with confidence and operationalize AI across the business. To learn more, visit www.workato.com

We are looking for an exceptional Partner Sales Manager to join our Japan channel team. In this role, you will be involved in managing existing partners in the territory as well as recruiting new partners that support the Japan channel strategy.

In this role, you will also be responsible to:

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  Create, own and execute a Channel Plan that will drive a “co-market, co-sell and co-delivery” motion, ensuring that we are consistently growing our mindshare and visibility in the territory with new logos and upsell opportunities.

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  Manage our most important partnership relationships in the territory in, both existing and new partners, own executive-level relationships whilst executing strategically important partnership initiatives, aligned with the territory strategy.

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  Recruit new partnerships that provide incremental opportunity to Workato in the territory and coordinate due diligence processes with those prospective partners and project-manage internal stakeholders through commercial, product and systems assessment.

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  Understand the competitive landscape to ensure that Workato remains a ‘partner-of-choice’ and proactively present recommendations of how to stimulate business growth to executive management.

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  Position yourself as an industry expert and establish relationships with potential partners and key decision-makers in the industry, attend industry events and present the benefits of the Workaro platform where required.

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  You will serve as a regional expert while keeping in mind our global footprint.

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  Strong familiarity with leading CRM and PRM tools and the discipline to keep these systems accurate and up to date with key business information.

• Proven 3-7 years experience in sales / indirect / channel partnerships, or equivalent direct Sales experience.

• You have a minimum of 2-3 years of experience in a partnership role.

• A strong understanding of the iPaaS and Automation industry is desirable for enterprise software platforms.

• You are an exceptional communicator – being able to connect with people at all levels, both internally and with external stakeholders, and communicate project expectations effectively is critical.

• You thrive under pressure, have high levels of productivity and work well with constant change and the ambiguity of a high growth business environment supported by an established HQ.

• You have strong negotiation skills – to navigate complex commercial discussions to ensure the best outcome for Workato.

• You have a strong network - of partners, experts and executives you have worked with over the years in a primarily partnerships role.