Partner Account Manager

2 days ago

Manila, National Capital Region, Philippines UiPath Full time
Life at UiPath

The people at UiPath believe in the transformative power of automation to change how the world works. We're committed to creating category-leading enterprise software that unleashes that power.

To make that happen, we need people who are curious, self-propelled, generous, and genuine. People who love being part of a fast-moving, fast-thinking growth company. And people who care—about each other, about UiPath, and about our larger purpose.

Could that be you?

Your mission

UiPath is looking for a Partner Account Manager to manage and grow the business with partners in the Philippines. UiPath works across a portfolio of partners: global consulting partners, global systems integrators, local system integrators, technology alliance, value-add resellers, and distributors. In this role, the individual will be responsible for the entire eco-system. You will spend most of your time with a small number of strategic focused partner and a limited set of incubation partners you will grow into becoming strategic.

You will do this in tight collaboration with the regional partner team and in country sales leadership. This individual plays a critical role in driving growth, leveraging partners' competencies and capabilities. This individual will work with the key executives of the partner to influence their enterprise automation practice, solution development, customer engagement, certified resources, and marketing plan. This role will also drive partner experience, and she/he will be the voice of partners to the internal audience. She/he is the owner of Partner NSAT in these partner accounts.

She/He will work with internal functional teams: direct sales, pre-sales, customer success, consulting, professional service, value engineering, marketing to drive overall GTM plan. This will involve working in a highly matrixed organization, requiring a high level of teamwork, collaboration, and influence. She/he will need to align partners' GTM strategy to the overall country partner and sales strategy and help to prioritize investments to create largest business impact. Successful execution in this role will manage the partners' strategy and execution to accelerate growth and take it to the next level, with close collaboration with the functional teams. 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.

What you'll do at UiPath

  • Accelerate UiPath's sales trajectory, new business, and scalability by partnering with in country sales leaders to prioritize partners and activate sales engagement.

  • Execute a strategic partner sales and marketing strategy to meet and/or exceed the sales targets fuelled by significant growth in partner sourced and partner led business.

  • Drive business plan execution for the country leveraging partners; works with key stakeholders, cross functional teams and leverages established networks outside own area of expertise to create framework and drive execution.

  • Partner with other partner team members and direct sales team members to identify pipeline gaps and opportunities to scale; participate in development of programs and execution.

  • Consult with partner and direct sales leaders to help optimize and enable their selling teams' execution with key partners.

  • Engage customer success, value engineering and consulting team to work with the partners to expand the enterprise automation agenda with the end customers.

  • Work with partners to drive customer success and ensure on time renewal. Most importantly, upsell and/or cross-sell to the end-to-end enterprise automation platform.

  • Continue to drive and cultivate joint sales engagement with sales segments/verticals; identify opportunities and remove obstacles.

  • Influence partner marketing investments in support of partner business and align to partner account growth plan; ensure marketing provides regular reporting on program results.

  • Play an instrumental role in the Regional Partner Leadership team, contributing beyond just assigned partners' achievement but also lead on some special initiatives and programs across region.

What you'll bring to the team

  • 10+ years' experience in Partner and/or Sales Management at enterprise level in the software/SaaS industry.

  • Proven track record in building/managing strategic partners in the local market.

  • Deep hands-on experience in working with partners on building practice, developing solution, ramping up certified partner resources, executing partner marketing plan in Philippines.

  • Demonstrate abilities to work with strategic partners to win key accounts, generate pipelines, expand geographical coverage, and penetrate key verticals.

  • Willing to move fast and set bold ambition, and yet humble to listen and learn while being 100% immersed and focus on the role.

  • Passion and creativity to build and make an enterprise automation market with strategic partners.

  • Ability to excel in a highly matrix organization, strong collaboration skills.

  • Highly trusted individual who maintains and expects high standards for self and others.

  • Takes initiative, and is a self-starter, resilient, comfortable with constant change and ambiguity.

  • 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 communication skills in local language as well as English, able to convey complex ideas in a clear, concise manner both verbally and in writing, comfort in business and technical discussions.

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