VP, APJ Partners

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? Overview:

UiPath is looking for a partner leader to manage and grow the partner business, ecosystem, and strategic engagement for this region across all key partnerships. As the APJ Channel leader, you will oversee the entire partner business for our region and be part of the global partner leadership team reporting into our Customer and Partner executive. This role spans across developing and working with major global system integrators, tier 1 VARs, boutique consultancies and distribution. You and your team will be the driving force behind the adoption and scaling of our customers through a partner focused service delivery model. You will personally oversee the focus partners for APJ, ensuring they are enabled, integrated into our sales and success motion and scaling their practice around UiPath as our business scales together.

This leader will work with the key executives of the partners to influence their enterprise automation practice, solution development, customer engagement, certified resources, and marketing plan. This role will also drive partner experience and be the voice of partners to the internal audience. She/he is the owner of Partner NSAT in this region.

She/He will work with internal functional teams: direct sales, pre-sales, customer success, consulting, professional service, 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 partner GTM strategy to the overall regional strategy and help to focus and prioritize investments to create largest business impact and scale. Successful execution in this role will manage the partner ecosystem 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, and have an appreciation for application to our partners strength. Then successful candidate will lead a team of talents with depth of partner experience. She/he must inspire and motivate the team, provide guidance and yet be hands-on and lead from the front.

What youll do at UiPath:

• Accelerate UiPath’s sales trajectory, new business and scalability by partnering with regional 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/led/influenced business.
• Identify, recruit and develop a Top 50 partner model for APJ.
• Drive business plan execution for the region leveraging partners; works with key stakeholders, cross functional teams and leverages established networks outside own area of expertise to create framework and drive execution.
• Standardize on templates/metrics to measure progress across regions in support of region plan, ARR and bookings targets; track and report the metrics regularly. Provide active leadership and hands-on engagement to ensure all key metrics are achieved.
• Partner with direct sales to identify pipeline gaps and opportunities to scale through partner network; participate in development of programs and execution
• Consult with 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 customers.
• Work with partner 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 Partners Sales plan; ensure Marketing provides regular reporting on program results
• Play an instrumental role in the APJ Partner leadership team, contributing beyond just regional achievement but also lead on some special initiatives and programs across APJ

What youll bring to the team:

• Willing to move fast and set bold ambition, and yet humble to listen and learn while being 100% immersed and focus on the role.
• Experience leading business transformation and working with C-level executives of across a portfolio of partners
• 15+ years’ experience in Partner and/or Sales Management at enterprise level
• Proven track record in building/managing a large and diverse set of partners ecosystems. Experience with new partner recruitment, activating and grow existing partner base.
• Deep hands-on experience in working with partners on building practice, developing solution, ramping up certified partner resources, executing partner marketing plan.
• Demonstrate abilities to work with partners to win key accounts, generate pipelines, expand geographical coverage, and penetrate key verticals.
• Willingness to build and make an enterprise automation market with partners
• Inspire a team of highly talented of professional, lead from the front and yet provide the strategi vision and long-term plan. Coach the team to a high-performing team and raise the bar for every individual. Hire and attract new talent to the team.
• 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
• 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

: 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.