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Director, Sales Engineering

2 weeks ago

Singapore UiPath Full time

Overview:
**Role: Director, Solutions and Sales Engineering**

In this role you will lead and oversee a Regional Consulting Solutions and Sales Engineering (SE) organization. You will be responsible to hire, onboard, develop and mentor a growing Regional SE team while working closely with Sales leadership to define strategic initiatives, set business direction and align technical resourcing and business priorities across the sales territories. You'll be an active, hands-on leader with outstanding presales, solution-selling and consultative skills, capable of communicating the value proposition of UiPath’s Business Automation Platform to customers, prospects, and partners from business executives to technical decision makers.

This position will report to the Vice President of Solutions and Sales Engineering, APJ.

What you'll do at UiPath:
**Primary Duties and Responsibilities**:

- Execution of the UiPath GTM strategy to ensure over-achievement of our revenue targets and business objectives.
- Hire, onboard, develop and mentor a Regional SE team with focused field engagement with customers and prospects.
- Drive excellence in customer engagement by providing technical leadership, guidance, and support to the SE team.
- Develop and implement best practices and processes for the SE team to ensure consistent and high-quality delivery of technical solutions.
- Establish key performance metrics and reporting mechanisms to measure the effectiveness of the SE team and drive continuous improvement.
- Partner with Sales leadership to manage appropriate resource allocation contributing to accelerated opportunity closure.
- Provide ongoing customer feedback and competitive intelligence to Product Management, Product Marketing, and CI teams.
- Assist in increasing end-user adoption and consumption of UiPath products through participation in events, training, seminars, and other activities as appropriate.
- Actively participate in QBR and GTM reviews with Regional and Territory teams.
- Develop and maintain strong contacts and relationships with corporate resources that can assist in driving GTM strategy.
- Develop and maintain strong relationships with the key technical decision makers within the focus enterprise customer segment in the assigned territory to influence UiPath within the key opportunities.
- Perform other duties as required.
- Job may require up to 50% travel within the region of responsibility.

**Critical Success Factors**:

- Possessing a mentoring and coaching mindset, taking a step back to always empower and unleash the potential of the individual sales engineers with demonstrated capability in developing and promoting SEs to the next ladders of their professional development. Provide inspirational leadership through periods of ambiguity that is often seen in companies that is undergoing hypergrowth.
- Has a strong business acumen with the ability to partner with the Sales GTM leader on all aspects of achieving sales and pipeline targets for the territory. The SE leader’s role is to own the technology strategy of the customer segments, accelerate towards technical wins for opportunities that are in focus every quarter and be a strong voice in the pipeline development, revenue forecasting and risk management processes during weekly sales commit processes.
- A leader that builds a fluid and flexible model that assesses the “return of presales effort”, looks at the bigger picture and overall prioritization of SE resources against sales coverage and makes tough decisions if necessary to achieve territory and regional goals.
- Be the “voice of the SE field community” to regional and global leadership by being proactive in articulating key market challenges, product gaps, customer technology focus areas and work collaboratively with other regional SE leaders to represent the APJ perspective to global teams.
- A proven technical leader in developing and achieving scale through 1) the setting up technical communities across technology and industry pillars, 2) developing reusable enterprise artifacts and 3) partnering with key solution partners in taking use cases to customers and closing deals.

What you'll bring to the team:
You are a Technologist with the following technology skills:
**Required**:

- Business level understanding of the value of the UiPath Automation Platform and Technology stack to be credible in front of our most senior customers and their CTO/CIO teams.
- Familiarity with emerging technologies: The Director of Solutions and Sales Engineering should stay up-to-date on emerging technologies and trends to guide the development of innovative solutions that drive the company's growth and success.
- Cloud computing skills: The successful applicant should have a strong understanding of cloud computing technologies and services, including Amazon Web Services (AWS), Microsoft Azure, Google Cloud Platform (GCP), and others.

**Preferred (At least 1 of these areas)**:

- A strong unde