Partner Sales Manager

The role

You will run Workato's partner relationships in Japan and manage commercial execution, including contracts and deal support. You will also design joint go-to-market motions so partners create value with Workato across the customer journey.

What you will do

• Own and execute a Partner Plan covering existing and new partners, with clear commercial outcomes (new logos, upsell, renewal support)
• Manage the most important partnership relationships in the territory, including executive-level relationships
• Lead due diligence, contracting, and commercial structuring for new partnerships with Legal, Finance and Product
• Design and run joint motions across the partner lifecycle: co-create demand, co-sell, co-deliver and co-expand
• Match Horizontal (execution breadth) and Vertical (industry depth) partner motions to the right partners
• Recruit new partners starting from customer or industry agendas and capability gaps
• Help partners build business models beyond license resale, such as PoC, consulting, implementation and managed services
• Coordinate internal deal pods of AE, SE, CS and Delivery on partner-involved opportunities
• Understand the competitive landscape and bring recommendations to executive management
• Represent Workato at industry events and serve as the Japan regional partner expert

Required qualifications

• 3-7 years of experience in sales, indirect/channel partnerships, or equivalent direct sales
• Minimum 2-3 years in a partnership role
• Experience designing joint go-to-market motions
• Comfort with both commercial execution (contracts, negotiation, deal structuring) and strategic design (identifying capability gaps, building partner hypotheses)
• Exceptional communication skills with people at all levels, internally and externally
• Strong negotiation skills for complex commercial discussions
• A strong network of partners, industry experts and executives
• Thrives under ambiguity and constant change in a high-growth environment

Nice to have

• Strong understanding of the iPaaS, automation, or AI/Agentic platform landscape
• Experience designing joint go-to-market motions (listed as a strong plus)

Benefits

• Flexible, trust-oriented culture
• Work-life balance support and a range of benefits inside and outside of work
• Remote-friendly work environment

Before you apply

• Japanese-language skills are not stated in the posting
• The posting refers to a Japan partner team and a global partner framework

About the company

Workato is a Control and Execution Platform for Enterprise AI, used by over half the Fortune 500. It connects more than 14,000 enterprise systems into one governed execution layer.