Manager, Solutions Engineering

Workato, Inc.

Job Overview

Location

Hyderabad, India

Job Type

Full-time

Full Job Description

📋 Description

• Lead a centralized team responsible for accelerating sales pipeline and enhancing presales execution quality across the organization.
• Oversee the creation, maintenance, and continuous improvement of reusable demo assets aligned with the latest product capabilities and key enterprise use cases.
• Lead scoping, building, and delivery of complex Proof of Concept (POC) demonstrations for strategic opportunities, ensuring technical accuracy and alignment with buyer needs.
• Establish and enforce best practices for demo scripting, environment stability, and persona-based technical storytelling to maximize conversion rates.
• Own end-to-end management of RFI, RFP, and security questionnaire responses, ensuring accuracy, consistency, and on-time delivery across all regions.
• Build and maintain a centralized, governed library of RFI/RFP responses in collaboration with Product, Legal, and Security teams.
• Triage and prioritize incoming RFI/RFP requests based on strategic value and define clear SLAs for turnaround time.
• Be accountable for the reliability, scalability, and governance of all demo lab environments, including provisioning, access control, version management, and audit compliance.
• Develop processes for onboarding new use cases, updating environments with current product releases, and deprecating outdated or redundant assets.
• Hire, onboard, coach, and develop a high-performing team of presales engineers and technical specialists, setting clear performance goals and fostering a culture of craftsmanship.
• Conduct regular performance conversations, balance team workloads, and protect capacity for high-priority strategic deals.
• Serve as a strategic partner to regional presales teams by establishing clear intake models and engagement protocols for shared services support.
• Participate in pipeline reviews, quarterly business reviews (QBRs), and planning sessions to anticipate demand and align team priorities with business objectives.
• Build trusted relationships with presales and sales leadership to position the shared services team as a critical force multiplier across the organization.
• Translate complex technical concepts into compelling narratives for non-technical stakeholders, including executives and procurement teams.
• Maintain familiarity with enterprise SaaS platforms, integration, and automation technologies to ensure technical credibility and relevance in all presales activities.
• Utilize CRM systems, demo automation platforms, and collaboration tools to streamline operations and improve team efficiency.
• Travel as needed and work flexible hours to support global time zones and customer engagements.

🎯 Requirements

• 5–7 years in presales, solutions consulting, or technical sales engineering, with at least 2 years in a team lead or management role
• Hands-on experience building and delivering enterprise software demos and POCs, with the ability to craft compelling technical narratives for different buyer personas
• Proven experience managing RFP/RFI processes at scale, maintaining content libraries, and strong project management skills across multiple concurrent workstreams
• Familiarity with enterprise SaaS platforms, integration, automation, or adjacent technologies
• Experience managing demo or lab environments, including provisioning, sandbox governance, and version management
• Proven ability to lead and motivate technical teams, setting a high bar for quality and fostering a culture of knowledge sharing

🏖️ Benefits

• Flexible, trust-oriented culture that empowers employees to take full ownership of their roles
• Emphasis on balancing productivity with self-care
• Vibrant and dynamic work environment
• Opportunities for professional growth and continuous improvement
• Access to a range of benefits supporting work and personal life
• Recognition as a top enterprise startup and Cloud 100 company

Skills & Technologies

Remote

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Workato, Inc.

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About Workato, Inc.

Workato provides low-code/no-code enterprise automation and integration software that connects applications, data, and business processes across cloud and on-premises systems. Its platform offers pre-built connectors, recipes, and AI-powered workflow orchestration for finance, HR, IT, sales, support, and marketing functions. The company enables organizations to automate tasks without extensive coding, reducing manual effort and accelerating digital transformation initiatives. Workato serves mid-market to large enterprises worldwide through a subscription-based SaaS model, emphasizing security, governance, and scalability for complex integrations.

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