Area Partner Manager – Public Sector

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

The Partner Sales Executive will be responsible for rapidly scaling and managing the UiPath Public Sector partner ecosystem within the US Region. Partners are at the heart of UiPath’s go-to-market strategy. The partner’s intimate knowledge of their customer’s business challenges plus their ability to offer design and development services will help to bring automation solutions to our customers. The successful candidate will have a track record of building partner organizations in a hyper-growth company or line of business. The candidate will have a proven track record the and demonstrate leadership with use cases of building and scaling a partner eco-system. This role requires a leader persona who has strong business acumen and understands how to build a Public Sector UiPath business via the partner community.

Within UiPath the Partner Sales Executive will be a key member of the Americas partner organization and will work as an integral extension of the Federal Sales Leadership Team. The candidate will be interacting with all functional areas of the company including Sales, Pre-Sales, Marketing, Value Engineering, and Customer Success. The focus will be on Strategic Partner planning against UiPath “Big Bets”, Strategic business development, Enablement, Go-to-Market, Partner Lead Generation, Partner Solution Creation, and Service Delivery to drive value creation to our joint customers.

What You'll Do At UiPath

• Articulate and evangelize the UiPath Platform and vision of the portfolio and services to our partner community to accelerate revenue growth while maintaining a customer/partner-centric mindset.
• Work within our Public Sector Field Sales Team to develop a coordinated go-to-market strategy with our focus partners.
• Develop ecosystem of Partners who own contracts and industry solutions to jointly transform their customer business through the adoption of UiPath.
• Build a process to rapidly develop a partner’s marketing, sales, and delivery capabilities around UiPath.
• Ensure partners are trained and enabled effectively based on unique personas to effectively lead and execute a sales campaign as an extension of UiPath.
• Manage, together with UiPath, quarterly sales funnel from opportunity development through deal closure and partner service delivery.
• Quantitatively articulate a management system of the Partner Business via SFDC reporting.
• Effectively handle partner / customer conflict that will arise both internally and externally with proven use cases of conflict management and leadership.
• Share professional methodologies used in the past to drive leadership via tools, sales techniques, account/partner management both with channel peers and sales teams.
  
  

What You'll Bring To The Team

• 6 years of Partner Alliance/Director Level leadership.
• Experience in Consulting with Big-4 or similar company ideal.
• Experience in working with Carahsoft.
• Experience with State, Local, Higher Education (SLED) market required.
• Demonstratable experience in AI/ML/BPM/Automation/Process Mining required.
• Successful track record of rapidly growing a go-to-market channel organization while building a culture of teamwork, creativity, and partnership.
• Demonstrated track record of success in channel strategic planning, owning sales targets, and managing sales forecasting.
• Strong business acumen and experience in a high-growth, faced-paced startup company. Use cases highly recommended.
• Superb business development and negotiation skills coupled with the communication skills (both written and oral) to sell collaborative ideas.
• Partner Director: Develop and lead the business partner plan within the partner ego-system and align with the field Account Executives.
• Partner Director Methodology: Working cross functionally across the entire partner organization you will develop a partner management methodology that starts with partner recruitment and covers business planning, marketing planning, and partner skill development.
• Strong leadership initiative with the ability to manage multiple complex projects with varying timelines.
• Strong interpersonal skills with the ability to build trust, influence others across the organization, and fit into different partners organizations to support UiPath.
• Strong cultural fit is required: Bold, Immersed, Fast, Humble.
• Broad leadership experience in multiple areas of the partner ecosystem.
• High level of trustworthiness and ability to handle confidential information with discretion.
• Ability to travel ~50%
  
  

Maybe you don’t tick all the boxes above— but still think you’d be great for the job? Go ahead, apply anyway. Because we know that experience comes in all shapes and sizes—and passion can’t be learned.

Many of our roles allow for flexibility in when and where work gets done. Depending on the needs of the business and the role, the number of hybrid, office-based and remote workers will vary from team to team. Applications are assessed on a rolling basis and there is no fixed deadline for this requisition. The application window may change depending on the volume of applications received or may close immediately if a qualified candidate is selected.

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, neurodiversity, military and/or veteran status, or any other protected classes. Additionally, UiPath provides reasonable accommodations for candidates on request and respects applicants' privacy rights. To review these and other legal disclosures, visit our privacy policy.