Solutions Consultant

We are looking for an exceptional Solutions Consultant (Presales) to join our Embedded Platform Team to support our US region. This role will report to our Director of Solutions Consulting (Embedded) and will play an integral role in working as the key advisor and advocate for Workato’s Embedded Platform to help prospective customers achieve their business outcomes. As a Solutions Consultant (Presales), you will actively drive and manage the solutioning and evaluation phases of the sales process and will be an integral member of the account teams. In order to be successful in this role, you must understand and be able to articulate technical concepts as well as communicate the value of Workato’s products to business and technical prospects. You will also help shape the product and direction of the company by communicating market needs to the Product Management team. 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 those needs. You will also be responsible to:

• Being our customer’s most trusted advisor by realizing Workato’s value propositions and platform capabilities to achieve their business objectives.

• Owning and leading the technical diagnosis, prescription, and validation phases of the sales cycle and providing a consultative approach in advising customers.

• Establishing partnerships with Account Executives, Solution Architects, and other functions of the Embedded Platform Team to evangelize our platform, approach, and architecture tailored to the customer’s business and drive the technical sales stages to completion.

• Articulating and educating prospects on various business, technical, and architectural concepts to a variety of audiences. Primary stakeholders include product managers, developers, architects, customer success, professional services as well as executive leadership.

• Sell the value of the Workato platform using multiple formats/channels, including in-person and remote online product demonstrations.

• Create and deliver custom product demonstrations to support the sales cycle. This may include solving for unique customer UI/UX journeys through the use of the Embedded Platform iFrames and APIs.

• Perform business and technical discovery with customer prospects and be able to architect/build proposed solutions using the Workato platform.

• Successfully manage and execute technical workshops and in-depth proof of concepts (POCs), on-site or remotely.

• Work with new customers to achieve First Value on the platform.

• Fully own responses to functional and technical elements of RFIs/RFPs.

• Collect feedback from the field, synthesize, analyze and channel to Product Management and Engineering for product roadmap enhancements.

• Responsible for representing the Workato platform to customers at field events such as conferences, seminars, etc.

• Support Marketing and Event functions by evangelizing the Workato solution which includes writing blogs, participating in demo-driven webinars, and speaking at industry and partner events.

• BA/BS or equivalent education - Computer Science degree is a plus.

• 3-5 years of pre-sales experience in a SaaS organization required. 

• Hands-on experience with iPaaS technologies is a must-have.

• Demonstrable experience working with Enterprise customers and complex sales cycles.

• Hands-on experience with automation technologies, middleware, integration architecture patterns, web services technologies, enterprise messaging patterns, APIs, SOA, ESB, BPM, SDKs, and Databases.

• Hands-on experience with cloud technologies - iPaaS, SaaS applications, cloud infrastructure (AWS, GCP, Azure)

• Familiarity with object-oriented programming and scripting

• Understanding of web technologies such as JSON, XML, HTTP, GraphQL

• Knowledge of front-end development, including but not limited to HTML (particularly iframes & iframe security mechanisms), JWT, Javascript, and/or CSS.

• Familiarity with AI Concepts such as prompt engineering, RAG, vector databases, chain of thought reasoning, and other techniques used to improve results and performance of Gen-AI use cases

• Passionate about ensuring customer success.

• Adaptable and positive; eager to learn new concepts and technologies, and solve problems.

• Excellent interpersonal and presentation skills; able to clearly convey complex ideas to diverse audiences and collaborate effectively.

• Strong leadership abilities; comfortable leading architectural discussions and presenting to technical and business audiences at all levels.

• Results-oriented and self-motivated