Distribution Channel Lead, Emea

6 months ago

London, United Kingdom 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?

Overview:
At UiPath we see boundless potential in the way we live. It drives the way we work. Our culture is our most valuable asset. We're fast, immersed, humble and bold. And that's not just words on the walls.

Eliminating time-consuming tasks means people get to do more of what they love. It's an inspiring, high stakes challenge that motivates us, and this common passion bonds UiPath employees globally. We all strive every day to be better and to accelerate human achievement.

We make robots, but we hire people. Would you like to be part of this journey?

UiPath is continuing to expand its global alliances organization and is looking for a Distribution Account Manager to oversee our distribution business in EMEA.

What you'll do at UiPath:

- Execute on UiPath’s strategy with responsibility primarily supporting the Ingram Micro relationship from C level and across all functional areas of their business.
- Be responsible for defining and executing on shared business goals and objectives with all key stakeholders.
- Manage distributor’s available resources to support and manage the full partner lifecycle from inception to becoming a revenue producing partner.
- Be part of the channel team leading sales and new business opportunities for accelerating markets for UiPath through our distribution and partner communities.
- Support and execute the strategy for Value Added Distribution in EMEA having experience working primarily with Ingram Micro
- Serve as a key member of the UiPath Distribution Team in helping to deliver the overall go-to-market strategy across all areas of the distributors business areas.
- Capable of building, maintaining and execution of a shared business plan in collaboration with the distribution partner to drive incremental business.
- Support and drive ongoing enablement of distribution teams across all business and operational areas including driving and measuring KPI’s to accelerate growth.
- Collaborate with UiPath’s channel teams and distributors to profile, recruit, onboard and enable reseller partners in the region, managing the full partner life-cycle process to drive incremental and measurable revenue growth through high propensity partners.
- Manage the distributor sales pipeline, quoting and order management with responsibility to ensure partners selected have credit capability to support each deal.
- Own the budget to support smart marketing to drive revenue via awareness campaigns, partner and end user enablement and demand generation campaigns.
- Own all reporting internally and externally, participating in regular business reviews with leadership and stakeholders, addressing performance goals, KPI’s and all measurable metrics.
- Execute UiPath’s distribution program which focuses on leveraging the value component of two-tier distribution, ensuring the partnerships are strategic and not just transactional.

What you'll bring to the team:

- 10+ years of channel experience in distribution partner management at a technology company.
- Experience managing large distributors such as Ingram Micro, and similar partner types.
- Demonstrated ability to engage and influence C-level executives.
- In depth understanding of distribution structure, financial models and profitability to drive behavior with distributor executive teams as well as sales team.
- Experience managing and influencing distribution teams to drive positive outcomes to support key business objections
- Experience in designing/driving business plans, projects and programs to achieve set objectives and ROI targets from strategy to execution.
- Proven success with building pipeline and exceeding sales goals.
- Success working with direct and indirect sales teams and sales leaders.
- Strong inter-personal skills with an ability to work cross functionally in a matrix organization.
- Experience with analyzing and reporting activities related to sales and revenue activities.
- Preferably has Process Automation sales experience.
- Ability to travel.
- You have an entrepreneurial spirit and have the determination to get the job done.
- You are comfortable working in a fast-paced environment.
- You are persuasive with partners and internal stakeholders.
- You have a keen desire to learn what you don’t already know to help you succeed.
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