Sr. Manager of Partner and Alliance Management at UiPath
Greater NYC Area
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Accelerate Human Achievement: that is UiPath's purpose. We are the leader in Robotic Process Automation (RPA), and with over $400 million in funding from top venture capital firms like Sequoia, Capital G (Google), and Accel, we are on an unprecedented trajectory of growth. With this funding, we have an incredible opportunity to improve the way people work globally.
Our award-winning company culture values humility, and leaders who know how to listen. CEO Daniel Dines’ primary goal was to build a company where he would love to work, and even now, with thousands of employees in tens of countries, that remains our top priority.
We trust and empower our colleagues, and together we make sure we have everything we need to do our best work, from the support of strong leaders to awesome perks and benefits.
Sr. Manager of Partner and Alliance Management is responsible for the management, execution and expansion of assigned partners from a Pre-Sales perspective. You will be responsible for establishing and growing Pre-Sales relationships with a specified set of partners that provide solutions or support for our UiPath platform. With guidance from leadership, you will drive cross functional activities with partners and stakeholders to develop, market and sell these differentiated offerings. Aligning with our overall business strategy and our service offering strategy, you will engage with and manage partners to maximum benefit. This includes ensuring that partners are well educated and trained on UiPath product, use cases as well go to market strategy. The Pre-Sales Partner Manager will establish and leverage relationships throughout all Technical levels of a partner's management structure, to identify and engage in business opportunities that benefit the organization. You will work with the appropriate management and organizations to engage and operate these programs. You will ensure the partner's contractual and program requirements in areas such as Demo’s, Proof of concepts, proof of values, training, certifications as well as license tracking, reporting and compliance. Here's what you would be doing at UiPath:Work with the Services Strategy, Sales and Pre-Sales teams to build go-to-market technical and solution oriented approaches with alliance partners that allow for a delivery of unique value propositions that drive growth.Maintain familiarity with technology relevant to our UiPath Platform and Services strategy and serve as a subject matter expert in the capabilities of your assigned partners to meet specific portfolio requirements.Effectively track and manage partner alignment with our organization both at regional and global levelsEnsure alignment across all points of relationship between UiPath and our Partners such as technical, executive, legal, operational or other as neededServe as the focal point for escalation for overall partnership issue resolution regarding Pre-Sales activities.
Partner Lifecycle Management Establish and manage partner pre-sales management strategy to maximize revenue producing opportunities with the respective partner Manages and expands key stakeholder contact network with assigned Alliance PartnersDevelops partner profiles to ensure strategic alignment and fit with Alliance StrategyDevelops Pre-Sales Alliance Strategy, with limited guidance, for execution with assigned Alliance PartnersResponsible for developing detailed business plan for assigned partner relationshipsInternal ManagementWorks collaboratively with Engineering, Marketing and Sales throughout the Alliance Lifecycle from screening for Alliance Partners, through on-going management of Alliance Partner relationship
Coordinate and allocate the Pre-Sales teams to enable the partners strategy and skill build. Coordinate the enablement of partners in regards to performing Demos, POCs, POVs, Value Props, Deal sizing’s and all other Pre-Sales activities that will enable an unique UiPath value prop.Portfolio Alignment & StrategyIdentifies joint offering capabilities with Alliance Partner and coordinates Go To Market strategyWorking with guidance from management, identifies gaps in our organization or Alliance Partners strategies and develops mitigation plans to fill gaps to meet marketplace requirementsBusiness Development Lead the joint partner planning process with limited guidance to develop performance objectives, fiscal targets and critical milestones associated with partner relationsResponsible for leading joint Alliance Partner business reviews and status meetingsWorking with leadership, manage negotiations with partners around complex business and technology related issuesDesigns Sales Enablement strategies, strategic growth initiatives and communication materials associated with launching Alliance PartnershipsQualificationsBA/BS degree in Business or Computer Science; Master's Degree preferred5-10 years Alliance Management / Technical Pre-Sales / Biz Dev / Marketing / Product Deployment / Product Management in a Software / Technology Services based companyExperience establishing and driving joint venture initiatives and relationshipsProven track record of successfully leveraging partner relationships working with technology partners on revenue production and cost reduction programsFluent written and spoken English is mandatory, fluency in any other languages is a plusSelf-starter, kindness and a positive attitude
We believe in hiring smart people and getting out of their way. Our company was funded by technical founders and we place the highest emphasis on technology and our own people. We keep meetings and ceremony to an absolute minimum, no suits, no non-sense.
BenefitsWe are offering the possibility to work from home or flexible working hours in a nice office plus free daily premium catering. Competitive salary, a Stock Options Plan and the unique opportunity of working with us to develop state-of-the-art robotics technology are just a few of the pluses.
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 race, color, religion, sex, sexual orientation, gender identity and expression, national origin, disability, military and/or veteran status, or any other protected classes.
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