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.

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)