Partner Business Manager

UiPath, Inc.; South Carolina; Hybrid; USD 120,000 - 160,000; Full time

Job summary

UiPath is seeking a Partner Business Manager to scale the Americas partner ecosystem and drive go-to-market initiatives. You will partner with Sales, Marketing, Pre-Sales, and Customer Success to enable Enterprise Partners, manage campaigns, and lead revenue growth through the partner community.

Ideal candidates bring 6+ years in partner leadership, strong negotiation skills, and a track record of growing channel programs in fast-paced environments.

Qualifications

• 6+ years in Partner Management or Director-level leadership.
• Proven track record of rapid growth in a go-to-market channel.
• Experience in partner strategic planning, owning sales targets and forecasting.
• Strong business acumen in a high-growth environment.
• Excellent negotiation and communication skills.
• Role is fully remote with ~25% travel.

Responsibilities

• Scale and manage UiPath's partner ecosystem in the Americas.
• Develop and execute coordinated go-to-market plans with Enterprise Field Sales.
• Build and train Enterprise Partners to deliver UiPath solutions.
• Establish partner marketing, sales, and delivery capabilities around UiPath.
• Ensure partners are trained and enabled for sales campaigns.
• Manage quarterly partner-led sales funnel from opportunity to delivery.
• Provide SFDC-based governance of the Enterprise Partner business.
• Resolve partner/customer conflicts with proven leadership.
• Share methodologies with channel peers and sales teams.

Skills

Partner Management

Leadership

Business development

Negotiation

Sales forecasting

Travel readiness

Job description

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 Business Manager will be responsible for rapidly scaling and managing the UiPath partner ecosystem within UiPath AMER 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 and demonstrate leadership with use cases of building and scaling an Enterprise partner business. This role requires a leader persona who has strong business acumen and understands how to build the Enterprise business via the partner community.

Within UiPath the Partner Business Manager will be a key member of the Americas partner organization and will work as an integral extension of the Sales Leadership Team. The candidate will be interacting with all functional areas of the company including Sales, Marketing, Pre-Sales, and Customer Success. Focus will be on Strategic Partner planning, Business development, Enablement, Go-to-Market, Partner Lead Generation, Partner Campaign Creation, Sales Opportunity Management, and Service Delivery.

What you'll do at UiPath

• Articulate and evangelize the UiPath Platform and Agentic vision of the roadmap and services to our partner community to accelerate revenue growth while maintaining a customer/partner-centric mindset.

• Work with Enterprise Field Sales leadership to develop a coordinated go-to-market strategy.

• Develop ecosystem of Enterprise Partners who are ready to jointly transform their customer business through the adoption of UiPath automation SW.

• Build a process to rapidly develop a partner’s marketing, sales, and delivery capabilities around UiPath.

• Ensure Enterprise 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 Enterprise 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 Management/Director Level leadership.

• 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 partner strategic planning, owning sales targets, and managing sales forecasting.

• Strong business acumen and experience in a high-growth, fast-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.

• This role is fully remote, however 25% travel + is required.

Skill Set:

• Partner Manager: Develop and lead the Business Partner plan within the partner ego-system and align with Enterprise field Account Executives.

• Partner 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.

• Leadership: The Partner Organization is in a build phase that is aligned with our field sales team for the Americas. We are operating at an extremely high level and high growth expectations. The Area Partner Manager is to lead the partner growth initiatives and scale the business with the field.

Key Cultural Skills:

• 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.

#LI-KS6

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.