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Open nowPosted 4 days ago

Senior Manager, Professinal Services

Workato73 open roles

Where
Tokyo, Japan
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Your applicationOpen nowSenior Manager, Professinal ServicesWorkato · Tokyo, Japan

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  2. CV RocketCV written for this posting.

  3. 25 readersRecruiter, hiring manager, skeptic. Round after round.

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The clock on this job

Early applications get read.

7.7% of postings close within 7 days. Measured by our own scanner across the market. Workato postings stay open a median of 20 days.

Share of postings closed within
  1. 1.6%1 day
  2. 3.3%3 days
  3. 7.7%7 days
  4. 14.0%14 days
  5. 33.7%30 days
This job: posted 4 days ago

Workato median: 20 days open

The posting

About Workato

Workato is the leading Control and Execution Platform for Enterprise AI — the neutral platform enterprises trust to put AI to work across their business. Workato unifies data, applications, and processes into a single platform so AI can reliably orchestrate business processes in production at enterprise scale. Built on more than a decade of running mission-critical processes for over half the Fortune 500 — including Nasdaq, Amazon, Cisco, Vodafone, Atlassian, and Lucid Motors — Workato turns over 14,000 enterprise systems AI needs to act on into one governed execution layer. For more information, visit workato.com.

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.

If this sounds right up your alley, please submit an application. We look forward to getting to know you!

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

Key Responsibilities

Delivery Leadership & Transformation

  • Lead Japan's Professional Services team, managing and coaching a team of Consultants in transitioning from packaged onboarding delivery toward SOW-based implementation and advisory engagements.
  • Oversee delivery quality across both implementation projects and advisory engagements, ensuring customer success throughout the full engagement lifecycle.
  • Champion adoption of Workato's GEARS framework, and evolve delivery methodology to address Agentic AI and Enterprise MCP use cases.
  • Drive continuous improvement of delivery processes, tools, and documentation to support scale and repeatability.

Customer Engagement

  • Engage in customer strategy sessions, QBRs, and executive engagements, articulating the business value of Workato's platform and services.
  • Oversee escalation management, working cross-functionally with the account team and Product & Engineering to drive resolution and customer satisfaction.
  • Support pre-sales efforts by clearly articulating the value of professional services and guiding customers through scoping and engagement design.

New Services Development – Agentic AI & Enterprise MCP

  • Spearhead the development and launch of Japan-specific services offerings focused on Agentic AI and Enterprise MCP, in alignment with Workato's global product direction.
  • Work with global PS leadership to shape service packages, delivery methodologies, and go-to-market strategies for next-generation offerings.

Team & Organization Building

  • Recruit, onboard, and develop talent to build a high-performing, scalable Professional Services team in Japan.
  • Establish clear career frameworks, performance goals, and development plans aligned with Workato's global Professional Services career framework.
  • Foster a culture of accountability, customer focus, and continuous learning.

Partner Ecosystem Development

  • Build and manage a Japan partner ecosystem, leveraging SIers and consulting firms as delivery partners and channel partners to extend Workato's reach and delivery capacity.
  • Enable and certify partners to deliver Workato implementations independently, driving scalable customer success across Japan.
  • Collaborate with the Channel and Alliances team to align partner strategy with services growth objectives.

Operational Excellence

  • Track and report on key performance metrics including team utilization, customer satisfaction, and engagement health, providing regular updates to Japan and global leadership.
  • Manage resource allocation across the team and partner network to optimize delivery capacity and quality.
  • Contribute to pricing, packaging, and operational planning for Japan PS in collaboration with global teams.

Requirements

Qualifications / Experience / Technical Skills

  • 12+ years of experience in professional services, technical consulting, or services leadership within a SaaS, iPaaS, or enterprise software company.
  • 5+ years of leadership experience managing technical delivery teams, with a demonstrated track record of building and scaling organizations.
  • Proven ability to build and maintain C-level relationships within Japan's enterprise market, with deep understanding of Japanese enterprise business culture.
  • Strong technical fluency in integration, automation, and emerging Agentic AI / Enterprise MCP technologies — able to engage credibly in architecture discussions and translate complex concepts for executive audiences.
  • Experience managing both SOW-based implementation engagements and advisory/consultative service models.
  • Demonstrated success in building partner ecosystems with SIers and consulting firms in Japan, including partner enablement and co-delivery models.
  • Excellent communication skills in both Japanese and English, with the ability to navigate seamlessly between customer-facing conversations and cross-functional global collaboration.
  • Strong resource management and prioritization skills across a distributed team and partner network.
  • Proactive, self-motivated, and comfortable operating in a high-growth, fast-moving environment with ambiguity.

Nice to Have

  • Hands-on experience with Workato or other leading iPaaS platforms (MuleSoft, Boomi, Tray.io, etc.).
  • Familiarity with enterprise applications such as Salesforce, Workday, ServiceNow, SAP, or NetSuite.
  • Experience in pre-sales or technical advisory roles within an iPaaS or automation context.
  • PMP, Scrum, or Agile certification.
  • Prior experience in a high-growth startup or scale-up environment.
  • Track record of driving software expansion through professional services engagements.

職務概要

Workatoは、日本のプロフェッショナルサービス組織を率い、成長させるシニアマネージャーを募集しています。本ポジションは、オンボーディング中心のデリバリーから、Agentic AIおよびEnterprise MCPを軸とした大規模かつ複雑なプロジェクトへ移行する局面における、重要なリーダーシップポジションです。

日本のカスタマーサクセス ディレクターにレポートし、グローバルのプロフェッショナルサービス組織とも連携します。デリバリー品質、顧客経営層との関係構築、パートナーエコシステムの開発まで、日本におけるプロフェッショナルサービス機能全体を統括します。Workatoの次なる成長フェーズに向け、日本におけるプロフェッショナルサービスのあり方を設計・構築する中心的な役割を担います。

主な業務内容

デリバリーリーダーシップと変革

  • 日本のプロフェッショナルサービスチームを率い、コンサルタントのマネジメントおよび育成を行う。パッケージ型オンボーディング支援から、SOW（作業範囲記述書）に基づく導入支援・アドバイザリー案件への移行を推進する。
  • 導入プロジェクトおよびアドバイザリー案件のデリバリー品質を統括し、案件ライフサイクル全体を通じた顧客成功を実現する。
  • WorkatoのGEARSフレームワークの導入を推進し、Agentic AIおよびEnterprise MCPのユースケースに対応したデリバリー手法へと発展させる。
  • スケールと再現性を支えるため、デリバリープロセス、ツール、ドキュメントの継続的な改善を推進する。

顧客エンゲージメント

  • 顧客戦略セッション、ビジネスレビュー、経営層向けエンゲージメントに参加し、Workatoのプラットフォームおよびサービスがもたらすビジネス価値を明確に伝える。
  • エスカレーション対応を統括し、アカウントチーム、プロダクト、エンジニアリングと部門横断で連携して、問題解決と顧客満足の向上を図る。
  • プロフェッショナルサービスの価値を明確に説明し、スコーピングおよび案件設計を支援することで、プリセールス活動を支援する。

新サービス開発 – Agentic AIおよびEnterprise MCP

  • Workatoのグローバルなプロダクト戦略に沿って、Agentic AIおよびEnterprise MCPに特化した日本市場向けサービスの企画・開発・立ち上げを主導する。
  • グローバルPSリーダーシップと連携し、次世代サービスのサービスパッケージ、デリバリー手法、Go-to-Market戦略を策定する。

チーム・組織づくり

  • 人材の採用、オンボーディング、育成を通じて、日本で高いパフォーマンスを発揮し、拡張可能なプロフェッショナルサービスチームを構築する。
  • WorkatoグローバルのPSキャリアフレームワークに沿って、明確なキャリア体系、パフォーマンス目標、育成計画を整備する。
  • オーナーシップ、顧客志向、継続的学習を重視する文化を醸成する。

パートナーエコシステムの開発

  • SIerおよびコンサルティング会社をデリバリーパートナーおよびチャネルパートナーとして活用し、日本におけるWorkatoの市場到達力とデリバリー能力を拡張するパートナーエコシステムを構築・管理する。
  • パートナーがWorkato導入を自律的に提供できるよう、イネーブルメントおよび認定プログラムを推進し、日本全体でスケーラブルな顧客成功を推進する。
  • チャネル・アライアンスチームと連携し、パートナー戦略とサービス成長目標を整合させる。

オペレーショナル・エクセレンス

  • チーム稼働率、顧客満足度、案件健全性などの主要KPIを追跡・報告し、日本およびグローバルのリーダーシップに定期的なアップデートを提供する。
  • チームおよびパートナーネットワーク全体のリソース配分を管理し、デリバリー能力と品質を最適化する。
  • グローバルチームと連携し、日本PSにおける価格設定、パッケージング、オペレーション計画に貢献する。

応募要件

必須資格・経験・技術スキル

  • SaaS、iPaaS、またはエンタープライズソフトウェア企業における、プロフェッショナルサービス、テクニカルコンサルティング、またはサービス組織のリーダーシップ経験12年以上。
  • 技術デリバリーチームのマネジメント経験5年以上。組織を構築し、拡大した実績があること。
  • 日本のエンタープライズ市場においてCレベルの関係を構築・維持した実績があり、日本企業のビジネス文化を深く理解していること。
  • 統合、オートメーション、ならびに新興のAgentic AI／Enterprise MCP技術に関する高い技術的知見を有し、アーキテクチャに関する議論に信頼性をもって参加できること。また、複雑な概念を経営層向けに分かりやすく説明できること。
  • SOWベースの導入案件と、アドバイザリー／コンサルティング型のサービスモデルの両方をマネジメントした経験。
  • 日本においてSIerやコンサルティング会社とのパートナーエコシステムを構築した実績。パートナーイネーブルメントおよび共同デリバリーモデルを含む。
  • 日本語・英語の双方で優れたコミュニケーション能力を有し、顧客対応とグローバルな部門横断コラボレーションを円滑に行えること。
  • 分散チームおよびパートナーネットワーク全体にわたる、強力なリソース管理・優先順位付け能力。
  • 主体性と自走力があり、不確実性を伴う急成長・変化の速い環境での業務に適応できること。

歓迎要件

  • Workato、または主要iPaaSプラットフォーム（MuleSoft、Boomi、Tray.ioなど）の実務経験。
  • Salesforce、Workday、ServiceNow、SAP、NetSuiteなどのエンタープライズアプリケーションに関する知識。
  • iPaaSまたはオートメーション領域におけるプリセールス、またはテクニカルアドバイザリーの経験。
  • PMP、Scrum、またはAgileの認定資格。
  • 急成長中のスタートアップまたはスケールアップ企業での経験。
  • プロフェッショナルサービス案件を通じて、ソフトウェア導入拡大・利用拡大を推進した実績。
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