Senior Director – Test Suite Business Development (Remote)


Full Time Senior-level / Expert
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Posted 2 weeks ago

At UiPath we see boundless potential in the way we live. It drives the way we work. Our culture is our most valuable asset, that's why it acts like a compass to us. We’re 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 robots, but we hire people. Would you like to be part of this journey?
*This position can be based remotely in the United States*
Your MissionUiPath is looking for a Global Business Development Leader to manage, evolve and develop deep business relationships with targeted key strategic technology Alliances. We have developed 300+ technology partnerships and have strategic co-sell relationships with Microsoft and Azure. This leader will work closely with our product tech alliance team and the GTM organization to develop monetization plans to optimize impact of our most important tech alliances.  
This will involve working in a highly matrixed organization requiring a high level of teamwork, collaboration and influence. The role will include aligning partner GTM strategy to overall Sales strategy and help to focus and prioritize investments aligned to largest business impact and scale. Successful execution in this role will drive expansion and new logo acquisition further accelerating growth and take it to the next level.  The successful candidate must balance strategic-thinking with tactical execution; build effective and enduring partner relationships, drive highly cross-functional processes, possess a sound technical understanding of UiPath technology, and have an appreciation for application to our partners strength. 
This role will work across all geos and a portfolio of partners to help UiPath grow this key partner segment.  This role will have exposure to a cross-functional team and help drive execution and sales acceleration across our partners. 

This is what you'll do at UiPath:

  • Accelerate UiPath’s Test Suite sales trajectory, new business and scalability by developing tangible monetization of key strategic alliances key partners or potential partners focused on Application Testing and System Testing globally.
  • Partner with regional sales leaders to prioritize these partnerships and activate sales.
  • In the future, hire a small team to begin with to cover key partnerships and provide the appropriate regional coverage across AMER, EMEA and APJ
  • Develop a long-term strategy to build out the Business Development function in time for inclusion into FY23 Planning
  • Partner with Sales to identify pipeline gaps and opportunities to scale through business development; participate in development of programs and execution; Consult with Sales Leaders to help optimize and enable their selling teams’ execution with key partners.
  • Continue to drive and cultivate joint sales engagement with sales segments/verticals; identify opportunities and remove obstacles
  • Influence partner marketing investments in support of Business Development and GTM Sales plan; ensure Marketing provides regular reporting on program results
  • Play an instrumental role in the extended GTM leadership team and the Global Partners management team.

This is what you'll bring to our team:

  • Strong leadership skills 
  • Experience leading business transformation and working with CEOs, CFOs, CIOs and other C-level executives
  • 15+ years  experience in Enterprise Software Business Development/Sales
  • Ability to lead in a highly matrix organization; strong collaboration skills
  • Highly trusted individual who maintains and expects high standards for self and team
  • Takes initiative, self-starter, resilient, comfortable with constant change and ambiguity
  • Versatile to take on other roles in business, such as channel or sales leadership and special projects as business needs dictate
  • Strategic thinker, who is also execution oriented; ideally has experience driving cross functional programs or processes
  • Effective at building relationships (internally and with partners), collaborating, and influencing others; experience working with senior executives/ partners in cross-company projects
  • Strong communicator, able to convey complex ideas in a clear, concise manner both verbally and in writing; comfort in business and technical discussions
  • University/MBA  education on Computer Science, Commerce or Engineering
Life at UiPath like a lot of startups, can sometimes feel like a roller coaster. It comes with changes and challenges, but also with the opportunity to shape how work is done, to have great impact and learn a great deal.  At UiPath, we value a range of diverse backgrounds experiences and ideas. We pride ourselves on our diversity and inclusive workplace that provides equal opportunities to all persons regardless of age, race, color, religion, sex, sexual orientation, gender identity and expression, national origin, disability, military and/or veteran status, or any other protected classes.
UiPath is committed to working with and providing reasonable accommodation to individuals with disabilities. If you have a medical condition or disability which inhibits your ability to complete any part of the application process, and are in need of a reasonable accommodation to complete the process, please contact us @ and let us know how we may assist you.
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Job tags: Azure Cross-functional MBA
Job region(s): Worldwide/Anywhere
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