Engagement Manager

• Identify services opportunities and generate services pipeline.

• Drive services sales cycles alongside enterprise software sales, working cross-functionally with our sales and customer success teams

• At times, coach and guide internal teams on the services sales cycle and associated expectations

• Maintain impeccable forecasting hygiene for professional services opportunities

• Utilize industry expertise and business acumen to understand a customer's motivation, business drivers, strategic goals, objectives, and desired business outcomes

• Develop and manage a territory plan and a personalized account plan for each customer, which aligns with their business goals.

• Create a compelling vision and clearly communicate via services proposals our transformative solutions aimed at generating quantifiable success and business value from a customer's investment in the Workato’s Platform

• Write statements of work (SOWs) and navigate legal reviews of such contracts

• Conduct thorough knowledge transfer from pre-sales cycle knowledge to post-sales services team

• Maintain client relationships throughout professional services engagements and engage customers, especially senior stakeholders, using a consultative approach that positions Workato and yourself as a long-term trusted advisor relationship

• Develop a deep understanding of Workato’s proprietary framework (GEARS), and contribute to such frameworks by providing closed-loop feedback from implementations

• Ensure customer satisfaction goals are exceeded or met on every services engagement

• Be a Workato evangelist with the ability to discover and demonstrate how Workato can effectively help companies with their business automation needs across a broad set of industries through professional services engagements

• Become the trusted advisor to customers and partners for advancing their automation and integration roadmaps

• Contribute to the growth of our professional services department by creating or enhancing content such as presentations, templates, success stories, etc. for use by both customers and to enable our extended team

• Contribute to enhance our delivery methodology, services practice and industry POV's

Requirements

• 3+ years experience selling professional services unit within a software company, for a strategic consulting firm, or for large scale system integrator
• Experience in writing statements of work (SOWs) and navigating through complex, enterprise legal processes
• Demonstrated ability to develop and maintain C-level relationships that recognize you as a trusted advisor
• Experience fostering and growing accounts
• Highly collaborative and excels in complex, matrixed environments
• Ability to travel up to 50%

Preferred:

• iPaaS sales experience

• Project and/or account management experience

• Experience having worked in a start-up environment

• PMP or Scrum certifications

• High-level understanding of key applications such as Salesforce, Netsuite, Workday, ServiceNow, SAP, EBusiness Suite, Databases

• Experience in enterprise business accounts

• Track record of continuous learning of new technologies

• Track record of driving software expansions as a result of professional services engagements

• Ability to thrive in a fast-paced, high growth and unpredictable environment

• Communication skills to effectively communicate with technical and business stakeholders alike

• Strong interpersonal skills with the ability to convey and relate ideas to others and work in a collaborative and cross-functional environment

• Excellent verbal and written communication skills and the ability to communicate ideas visually and create and conduct professional presentations

• Self-starter and ability to work independently and as part of a distributed team, and willingness to take ownership of situations and problems