Partner Sales Executive - New Zealand
Auckland, APAC / Sales Channel Rep - APAC / Full-timeApply for this jobWe see boundless potential in the way we live. It drives the way we work.
Our culture is our most valuable asset. It acts like a compass for us. We are fast, immersed, humble and bold. And that’s not just words on the walls.
Eliminating time-consuming tasks means people get to do more of what they love. It’s an inspiring, high stakes challenge that motivates us, and this common passion bonds UiPath employees globally.
We all strive every day to be better and to accelerate human achievement. We make software robots, so people don’t have to be robots.
Would you like to be part of this journey? UiPath is a rapidly evolving company with some of the most exciting and advanced Robotic Process Automation technologies in the marketplace.
Commitment to innovation, both organic and through Partners, has positioned us as an RPA leader. We are chartered to grow UiPath business and ensure Customer Success through a Partner business in Australia and New Zealand.
You will work closely with new and existing Partners to establish relationships that drive new business, retain and grow existing customers, and develop Partner capability.
You will be responsible for driving incremental revenue growth and the achievement of sales targets. Revenue opportunities are identified and realized through research, collaboration, influence, social media, relationship / account management with and through Partners as well as working with UiPath’s direct sales team in your assigned territory.
Experience and proven track record of building Sales growth while working with Global, Regional, and local Systems Integrators.
Experience and proven track record working in a Sales role for Software or Cloud companies. Sales experience with Software, Managed Services, Professional Services, Cloud and SaaS is highly desirable.
Experience in developing and working with Partners to define, develop and take to market offerings delivered by the Partner based on UiPath and complementary technologies.
Responsible for developing, managing, and growing large, complex Partner accounts, with broad geographic scope.
Build, maintain and leverage a network of contacts among sales teams internally and at Partners, as well as cross functional colleagues and Partners, to advance UiPath’s Partner and Sales strategy.
Provides guidance and leadership on Automation platform technologies and related strategic initiatives to develop Partner ecosystem capability.
Can manage and add value to complex negotiations.
Acts as a source of expertise for others.
Advanced knowledge and practice of sales methodologies, ideally MEDDPICC.
Strong business acumen and in-depth knowledge of Digital Transformation, Automation, Artificial Intelligence, Machine Learning.
Cloud and Managed Services market, solutions, competitive landscape, vertical market challenges, and industry trends.
Roles and Requirements
Summary : The role is responsible for Pipeline generation, Strategic planning, Executive relationship development, Sales enablement, building your Credibility, and Operational reporting
The primary outcome of this role is to drive incremental sales for UiPath via the Partners assigned to you.
Build sales qualified incremental pipeline to 3X your quota, demonstrating you are driving value to UiPath sales teams.
You will be developing Partner relationships, understanding and working with Partners to define, develop and take to market joint offerings delivered by the Partner, which are based on UiPath and Partner services and complementary technologies.
You will build business cases to justify marketing expenditure, and then run end customer focused campaigns with Partners, telemarketing, digital, social, events or roundtables.
You will run campaigns with Partners to access whitespace accounts, and increase the yield from existing accounts by driving customer success with Partners, thereby growing the existing footprint, and cross-selling with emerging products and services.
You are expected to meet weekly with Focus Partners, and maintain a regular pipeline cadence with their sales leaders and account managers.
You will co-ordinate field enablement sessions for Partners technical, sales and industry sessions.
Your planning will include gaining alignment on customer account plans between UiPath Account Directors and the Account leads at your Partners.
Drive incremental business from UiPath to the Partner and vice versa
The role requires strong business acumen and in-depth knowledge of UiPath strategy so you can develop Partner growth plans and gain executive buy-in from both UiPath executives and the Partner’s relevant executives.
Partner growth plans are expected to sustain and optimise Partner relationships with a business planning framework, where agreed plans contain a strong governance model and multi-year committed plans.
The planning process will be done in conjunction with your Partner and will identify areas of synergy and opportunity which creates a more strategic versus short term approach to sales.
Executive relationship development
You will develop and manage relationships with Partner leadership, including Sales, Presales, Consulting and / or Delivery Practice teams.
You will prepare, schedule and run Partner Growth Planning with Partner and UiPath executives.