We are looking for a top performer who can establish & maintain strong relationships throughout the sales cycle, and who exudes a passion for understanding the needs of the customer and articulating the value of Workato's products and solutions in meeting strategic business requirements.Responsibilities:Partner with the account team (Account Executives and Solutions Consultants) by leading the architecture vision alignment of enterprise customers to Workato's product and automation approach.Be part of Workato's Enterprise Architecture community where you will collaborate and learn on enterprise best practices with the Customer Success Enterprise Architecture team and Product Leadership.Be the strategic advisor to the customer in their digital transformation journey with Workato.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.Effectively communicate at various levels of our customers' organizations (Developer, Solution Architect, CIO, CEO).Articulate solution capabilities and value proposition both in a customer-specific context as well as a market context (conferences, seminars, etc.).Propose customer roadmaps/solution vision plans and corresponding value.Think beyond traditional measures of value ($) and incorporate risk, time, quality and other KPIs in a value proposition.Perform discovery to quickly understand customer priorities and pain points.Create and deliver customer roadmaps, solution visions and corresponding value.Represent solution vision and value at customer-specific events as well as industry forums, conferences, etc.Provide direction/feedback on customer needs to product development.Provide direction/feedback on Workato's GTM approaches.Support Marketing with evangelism activities, including writing blogs, developing presentations and speaking at industry events.Lead, mentor, and train team members from the extended Solutions Consulting, Customer Success and Sales team to enable them with content and knowledge.Develop content such as presentations, demos, white papers, best practices, solution packs, architecture patterns, and online courses for use by both customers and to enable our extended team.Requirements:Technical ExperienceBA/BS or equivalent education - Computer Science degree is a plus.10+ years of pre-sales experience in a SaaS/iPaaS organization.Experience in enterprise architecture, middleware and enterprise software.Experience developing customer-specific value propositions and roadmaps.Understanding of security and governance needs in large enterprises.Integration product experience is preferred (but not required). Other integration vendors include MuleSoft, IBM, BEA, Importante empresa, TIBCO, etc.Skills:Ability to learn new concepts, technologies and solve problems.Strong interpersonal skills with the ability to convey and relate ideas to others and work collaboratively to get things done.Excellent presentation abilities and composure in front of all levels of technical and business audiences.Ability to lead architectural discussions.Communicate effectively with Technical, Business and C Level stakeholders.A passion for technology and translating that passion into business impact for customers.Excellent verbal communication, written communication, and presentation skills in front of all audiences.Ability to travel as needed and to work flexible hours throughout the sales territory.
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