5-7 years of experience leading sales or partner/channel teams
Proven track record of achieving partner-sourced revenue targets in North America
Experience in managing and scaling teams of partner managers or account directors
Background in high-growth environments, navigating periods of rapid expansion
Understanding of enterprise AI orchestration and integration challenges
Ability to balance strategic and operational responsibilities
Responsibilities
Lead and develop a team of Alliance Managers in North America
Own revenue targets for the North America partner portfolio and adjust strategies as needed
Build executive relationships with key partners to align on business plans
Translate global partner strategy into actionable regional plans
Collaborate with sales, marketing, and customer success to enhance co-sell efforts
Identify expansion opportunities within existing partnerships and recruit new strategic partners
Drive partner enablement and certification for effective solution delivery
Measure and report on regional channel performance to global leadership
Incorporate partner feedback into global programs and sales strategies
Promote a partner-first culture within the sales and customer success teams
Benefits
Opportunity to lead a critical function in a high-growth company
Engagement with cutting-edge enterprise AI technologies
Collaboration with a global partner organization
Professional development through team management and coaching
Dynamic work environment with a focus on innovation
Travel opportunities across North America
Full Job Description
Responsibilities
We are looking for a Director, Alliances to lead and grow Workato's North America RSI and Specialist partner portfolio as Workato establishes itself as the Execution & Control Plane for Enterprise AI. This role reports to the Global Vice President, Partner GTM & Alliances and is a critical execution leader within the broader global partner organization, translating our global partner strategy into a scaled, high-performing regional motion.
Currently over 55% of Workato's revenue involves partners, with a goal of reaching 80%. This role owns a meaningful share of that ambition in North America. Building deep, executive-level relationships with our partners and driving significant partner-sourced and partner-influenced growth through new logo acquisition and expansion within our existing customer base.
In this role, you will also be responsible to:
Lead, manage, and develop a team of Alliance Managers covering North America. Hiring, coaching, and holding the team accountable to individual and portfolio-level targets.
Own a partner-sourced and partner-influenced revenue target for the North America RSI & specialist partner portfolio, tracking performance against plan and adjusting territory and account coverage as needed.
Build and deepen executive relationships across focus partners in AMER, serving as a senior point of contact to ensure alignment on joint business plans, investment priorities, and account mapping.
Translate Workato's global partner ecosystem strategy into a regional execution plan. Adapting programs, incentives, and enablement to the realities of the North America market.
Partner closely with North America sales, marketing, and customer success leadership to drive co-sell motions, qualified pipeline, and deal progression sourced through or influenced by partners.
Identify and prioritize expansion opportunities within existing partnerships, and support recruitment and onboarding of new strategic partners where there are gaps in AMER coverage.
Ensure the team drives partner enablement and certification. Equipping the alliances team to position, scope, and deliver Workato-powered solutions, including Enterprise MCP and agentic AI use cases, to their clients.
Track, measure, and report on regional channel performance and effectiveness against business targets, and represent AMER partner performance and priorities to the global partner leadership team.
Gather and channel partner feedback to inform global partner programs, messaging, and sales plays, ensuring the North America perspective shapes the next iteration of Workato's partner program.
Model and reinforce a partner-first culture across the North America sales and CS organizations.
Demonstrated experience leading and developing sales/partner/channel teams
Track record of owning and delivering against partner-sourced and partner-influenced revenue targets in North America.
Experience managing and scaling a team of individual contributor partner managers or account directors, including hiring, coaching, and performance management.
Experience operating in a high-growth company and leading a team through a period of hypergrowth and scale.
Affinity for the enterprise AI orchestration, automation, and integration problem Workato is solving, with a point of view on how AI and agentic technology will reshape enterprise GTM and services delivery.
Comfort operating with both strategic (executive relationship, program design) and operational (forecasting, pipeline hygiene, territory planning) responsibilities.
Soft Skills / Personal Characteristics
Ability to travel across North America as needed.
Strong executive presence and relationship-building skills, internally and with partner leadership.
Alignment with Workato's core values.
(REQ ID: 2979)
About Workato
Workato is an enterprise automation platform that allows businesses to integrate their applications and automate their workflows. The company's platform uses AI and machine learning to help businesses streamline their operations and improve their productivity. Workato offers pre-built integrations for over 1,000 applications, as well as a drag-and-drop interface for creating custom integrations. The company was founded in 2013 and is headquartered in Redwood City, California.
