Practice Manager, Professional Services

4 weeks ago

Vancouver, Canada Workato Full time

**About Workato**:
Workato is the only integration and automation platform that is as simple as it is powerful — and because it's built to power the largest enterprises, it is quite powerful.

Simultaneously, it's a low-code/no-code platform. This empowers any user (dev/non-dev) to painlessly automate workflows across any apps and databases.

We're proud to be named a leader by both Forrester and Gartner and trusted by 7,000+ of the world's top brands such as Box, Grab, Slack, and more. But what is most exciting is that this is only the beginning.

**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.

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 an experienced **Practice Manager** to join our Professional Services team on a contract basis for a period of 6 to 8 months. Workato Practice Managers are essential to the growth of our business and play an integral role in helping organizations leverage and adopt our platforms across the enterprise. They play a critical role in aligning customer's integration strategies to Workato's proven GEARS Framework (for direct customers) and Embedded Product Guide Framework (for embedded customers). As a Practice Manager, you will have ownership of growing our professional services practice as well as helping our customers build their implementation roadmaps from pre-sales to go-live, while building trusted customer relationships including C-level.

The primary goal of the Practice Manager is to build services pipeline, manage the full services sales lifecycle, and manage the engagements and relationships post services sale. Additionally, Practice Managers will be responsible for managing resources (delivery managers, technical architects) within their defined region. Ultimately, it is the goal of the Practice Manager to help customers generate significant business value from their Workato investment. In doing so, you will be responsible for earning the right to be a trusted advisor by understanding and managing our customers throughout their lifecycle and helping drive adoption of the platform across the enterprise.

In this role, you will be responsible to:

- Identify services opportunities and generate services pipeline in the region.
- 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 th.eir 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 frameworks (GEARS and Embedded Product Guide), 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 advisory to customers and partners for advancing their automation and integration roadmaps.
- Contribute to the growth of our professional services department by creating or e

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