Director, Partner & Alliances
About Workato
Workato is the leading Control and Execution Platform for Enterprise AI — the neutral platform enterprises trust to put AI to work across their business. Workato unifies data, applications, and processes into a single platform so AI can reliably orchestrate business processes in production at enterprise scale. Built on more than a decade of running mission-critical processes for over half the Fortune 500 — including Nasdaq, Amazon, Cisco, Vodafone, Atlassian, and Lucid Motors — Workato turns over 14,000 enterprise systems AI needs to act on into one governed execution layer. For more information, visit workato.com
- Why join us?
- Ultimately, Workato believes in fostering a flexible, trust-oriented culture that empowers everyone to take full ownership of their roles. We are driven by innovation and looking for team players who want to actively build our company.
- But, we also believe in balancing productivity with self-care. That’s why we offer all of our employees a vibrant and dynamic work environment along with a multitude of benefits they can enjoy inside and outside of their work lives.
- If this sounds right up your alley, please submit an application. We look forward to getting to know you!
- Also, feel free to check out why:
Business Insider
named us an “enterprise startup to bet your career on”
Forbes’ Cloud 100
- recognized us as one of the top 100 private cloud companies in the world
- Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America
- Quartz ranked us the #1 best company for remote workers
- 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, y
- ou 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.
Requirements
- Qualifications / Experience / Technical Skills
- 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)