Manager, Solutions Engineering

<div class="content-intro"><h1><span style="font-family: helvetica, arial, sans-serif;"><strong>About Workato</strong></span></h1> <p>Workato delivers enterprise infrastructure for the agentic era, redefining iPaaS and helping enterprises unify data, applications, processes, and AI into a single, governed platform. A leader in Enterprise MCP and trusted by 50% of the Fortune 500, Workato’s cloud-native architecture connects every application, data source, and process to power real-time orchestration at scale. With enterprise-grade security and continuous innovation at its core, Workato provides the trusted foundation for organizations to automate with confidence and operationalize AI across the business. To learn more, visit <span><a href="http://www.workato.com" target="_blank">www.workato.com</a></span></p> <h1><strong>Why join us?</strong></h1> <p><span style="font-weight: 400;">Ultimately, Workato believes in fostering a </span><strong>flexible, trust-oriented culture that empowers everyone to take full ownership of their roles</strong><span style="font-weight: 400;">. We are driven by </span><strong>innovation </strong><span style="font-weight: 400;">and looking for</span><strong> team players </strong><span style="font-weight: 400;">who want to actively build our company.&nbsp;</span></p> <p><span style="font-weight: 400;">But, we also believe in </span><strong>balancing productivity with self-care</strong><span style="font-weight: 400;">. That’s why we offer all of our employees a vibrant and dynamic work environment </span><a href="http://www.workato.com/careers"><span style="font-weight: 400;">along with a multitude of benefits</span></a><span style="font-weight: 400;"> they can enjoy inside and outside of their work lives.&nbsp;</span></p> <p><span style="font-weight: 400;">If this sounds right up your alley, please submit an application. We look forward to getting to know you!</span></p> <p><span style="font-weight: 400;">Also, feel free to check out why:</span></p> <ul> <li style="font-weight: 400;"> <p><a href="https://www.businessinsider.com/47-enterprise-startups-to-bet-your-career-on-in-2020-2019-12"><span style="font-weight: 400;">Business Insider</span></a><span style="font-weight: 400;"> named us an “enterprise startup to bet your career on”</span></p> </li> <li style="font-weight: 400;"> <p><a href="https://www.forbes.com/cloud100/#a57477b5f941"><span style="font-weight: 400;">Forbes’ Cloud 100</span></a><span style="font-weight: 400;"> recognized us as one of the top 100 private cloud companies in the world</span></p> </li> <li style="font-weight: 400;"> <p><a href="https://www2.deloitte.com/us/en/pages/technology-media-and-telecommunications/articles/fast500-winners.html"><span style="font-weight: 400;">Deloitte Tech Fast 500</span></a><span style="font-weight: 400;"> ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America</span></p> </li> <li> <p><a href="https://qz.com/work/2053446/the-best-companies-for-working-from-home/"><span style="font-weight: 400;">Quartz</span></a><span style="font-weight: 400;"> ranked us the #1 best company for remote workers</span></p> </li> </ul></div><h1><strong>Responsibilities</strong></h1> <p><span style="font-weight: 400; font-family: helvetica, arial, sans-serif;">The <strong>Manager, Presales Shared Services </strong>leads a centralised, high-impact team that accelerates pipeline and improves presales execution quality across the organisation. This role is the operational backbone of the presales motion — owning the development and maintenance of demo assets, proof of concept delivery, RFI/RFP response management, and the health of the demo lab environment. The ideal candidate is a technically strong, operationally minded leader who thrives at the intersection of engineering, storytelling, and sales enablement.</span></p> <p><span style="font-weight: 400; font-family: helvetica, arial, sans-serif;">You will also be responsible to:</span></p> <p><span style="font-family: helvetica, arial, sans-serif;"><strong>Demo &amp; POC Development</strong></span></p> <ul> <li style="font-family: helvetica, arial, sans-serif;"> <p><span style="font-family: helvetica, arial, sans-serif;">Oversee creation and continuous improvement of reusable demo assets aligned to latest product capabilities and key use cases</span></p> </li> <li style="font-family: helvetica, arial, sans-serif;"> <p><span style="font-family: helvetica, arial, sans-serif;">Lead scoping, building, and delivery of POCs for strategic and complex opportunities, ensuring technical quality and buyer alignment</span></p> </li> <li style="font-family: helvetica, arial, sans-serif;"> <p><span style="font-family: helvetica, arial, sans-serif;">Establish best practices for demo scripting, environment stability, and persona-based storytelling</span></p> </li> </ul> <p><span style="font-family: helvetica, arial, sans-serif;"><strong>RFI / RFP Response Management</strong></span></p> <ul> <li style="font-family: helvetica, arial, sans-serif;"> <p><span style="font-family: helvetica, arial, sans-serif;">Own end-to-end RFI, RFP, and security questionnaire responses, ensuring accuracy, quality, and on-time delivery</span></p> </li> <li style="font-family: helvetica, arial, sans-serif;"> <p><span style="font-family: helvetica, arial, sans-serif;">Build and maintain a centralised response library in collaboration with Product, Legal, and Security teams</span></p> </li> <li style="font-family: helvetica, arial, sans-serif;"> <p><span style="font-family: helvetica, arial, sans-serif;">Triage and prioritise incoming requests by strategic value and define clear SLAs for turnaround</span></p> </li> </ul> <p><span style="font-family: helvetica, arial, sans-serif;"><strong>Demo Lab &amp; Environment Management</strong></span></p> <ul> <li style="font-family: helvetica, arial, sans-serif;"> <p><span style="font-family: helvetica, arial, sans-serif;">Accountable for the reliability, scalability, and governance of all demo lab environments</span></p> </li> <li style="font-family: helvetica, arial, sans-serif;"> <p><span style="font-family: helvetica, arial, sans-serif;">Oversee provisioning, access management, version control, and regular audits to reflect current product releases</span></p> </li> <li style="font-family: helvetica, arial, sans-serif;"> <p><span style="font-family: helvetica, arial, sans-serif;">Establish processes for environment requests, new use case onboarding, and deprecation of outdated assets</span></p> </li> </ul> <p><span style="font-family: helvetica, arial, sans-serif;"><strong>Team Leadership &amp; Development</strong></span></p> <ul> <li style="font-family: helvetica, arial, sans-serif;"> <p><span style="font-family: helvetica, arial, sans-serif;">Hire, onboard, coach, and develop a high-performing team of presales engineers and technical specialists</span></p> </li> <li style="font-family: helvetica, arial, sans-serif;"> <p><span style="font-family: helvetica, arial, sans-serif;">Set clear goals, run regular performance conversations, and foster a culture of craftsmanship and continuous improvement</span></p> </li> <li style="font-family: helvetica, arial, sans-serif;"> <p><span style="font-family: helvetica, arial, sans-serif;">Balance workload across the team while protecting capacity for high-priority strategic deals</span></p> </li> </ul> <p><span style="font-family: helvetica, arial, sans-serif;"><strong>Presales Collaboration &amp; Stakeholder Engagement</strong></span></p> <ul> <li style="font-family: helvetica, arial, sans-serif;"> <p><span style="font-family: helvetica, arial, sans-serif;">Serve as a strategic partner to regional presales teams, establishing clear intake and engagement models for shared services access</span></p> </li> <li style="font-family: helvetica, arial, sans-serif;"> <p><span style="font-family: helvetica, arial, sans-serif;">Participate in pipeline reviews, QBRs, and planning sessions to anticipate demand and align priorities</span></p> </li> <li style="font-family: helvetica, arial, sans-serif;"> <p><span style="font-family: helvetica, arial, sans-serif;">Build trusted relationships with presales leaders, positioning the team as a force multiplier across the business</span></p> </li> </ul> <h1><strong>Requirements</strong></h1> <h3><strong>Qualifications / Experience / Technical Skills</strong></h3> <p><strong>Required</strong></p> <ul> <li> <p>5–7 years in presales, solutions consulting, or technical sales engineering, with at least 2 years in a team lead or management role</p> </li> <li> <p>Hands-on experience building and delivering enterprise software demos and POCs, with the ability to craft compelling technical narratives for different buyer personas</p> </li> <li> <p>Proven experience managing RFP/RFI processes at scale, maintaining content libraries, and strong project management skills across multiple concurrent workstreams</p> </li> </ul> <p><strong>Technical Background</strong></p> <ul> <li> <p>Familiarity with enterprise SaaS platforms, integration, automation, or adjacent technologies strongly preferred</p> </li> <li> <p>Experience managing demo or lab environments, including provisioning, sandbox governance, and version management</p> </li> <li> <p>Comfortable working with demo automation platforms, CRM systems, and standard collaboration tooling</p> </li> </ul> <p><strong>Leadership &amp; Collaboration</strong></p> <ul> <li> <p>Proven ability to lead and motivate technical teams, setting a high bar for quality and fostering a culture of knowledge sharing</p> </li> <li> <p>Strong communication skills with the ability to engage credibly across both technical practitioners and senior presales and sales leaders</p> </li> <li> <p>Experience in a shared services, centre of excellence, or enablement function is a strong differentiator</p> </li> </ul> <h3><strong>Soft Skills / Personal Characteristics</strong></h3> <ul> <li> <p>Collaborative, adaptable, and proactive — thrives in a dynamic, high-growth environment with a passion for making an impact through technology</p> </li> <li> <p>Proven ability to build a winning team culture that promotes growth, personal development, and continuous improvement</p> </li> <li> <p>Strong written and verbal communication skills in English, with the ability to translate complex technical concepts for non-technical audiences</p> </li> <li> <p>Sharp business and technical acumen, with a track record of turning technology passion into measurable customer impact</p> </li> <li> <p>Willingness to travel as needed and work flexible hours across the territory</p> </li> </ul> <h4><strong>(REQ ID: 2616)</strong></h4>