Business Development Executive - Robotic Process Automation

Identifying Information

Position Summary

Our Business Development Executive (BDE) is a subject matter expert (SME) on RPA products processes. The role sits within our AIoT BD team and works to support the selling and support capability of our sales teams focused on developing the Ingram Micro Partner base. The role is both an extension of the RPA vendor sales team as well as being the RPA SME within the Ingram Micro AIoT business unit.

Responsibilities, Supporting Actions & End-Results

Major Responsibility:Ownership of IoT/ RPA partners.

Supporting Actions:Provide a forecast on Vendors. Recruit, onboard and activate RPA resellers to agreed business plans, including the development of vendor marketing campaigns with resellers. Develop vendor registered partners to hit required partner tier requirements. Drive relationships and discovery engagement for repeat purchases. Support deal registration and deal cycle management

End Results:Creation and closure of opportunities driving revenue and margin to hit and exceed business targets.

Percentage:     40%

Major Responsibility:Drive IoT/ RPA Business

Supporting Actions:Proactive callouts, opportunity identification and pipeline management with activities such as Ingram webinars, Ingram call out days, Ingram enablement workshops. Amplification of vendor messages through social media activity. Provide feedback on lead generation activities etc. and log all associated interactions.

End Results:Growing our partner channel leading to sales of the UIPath solution via their customers.

Percentage:     40%

Major Responsibility: Become an expert on all Vendor RPA products and act as a point of contact both internally and externally.

Supporting Actions: Complete vendor Foundations and Sales Certifications. Answer product, integration and purchasing questions. Run product demos for resellers

End Results:Growing our partner channel leading to sales of the UIPath solution via their customers.

Percentage:     10%

Major Responsibility:Achieve and maintain Operational Excellence

Supporting Actions:Troubleshooting issues with RPA Vendors (e.g. provisioning issues, billing issues). Explaining SKUs, pricing, and order processes to partners. Maintain a detailed knowledge of how to process vendor orders including: SKU codes, Structure of a PO, Special Language on a PO. Tips and tricks of the CMP. Calculating pricing and building quotes for non-standard pricing deals. Own direct contact with vendor Channel Operations team in Ingram Micro’s shares Services Centre to correct any rejected orders.

End Results:Strong working relationships within the vendor and internal teams and highly efficient working practices. 

Percentage:     10%

Decision Making Authority Level

Decisions free to make:

• What partners to target
• Management of own time
• Frequency of visits to vendor offices
• Involvement in planning and strategy of business

Explain the decisions that depend on position’s advice:

• Target partners
• Evolving of business messaging
• Marketing activity

Example decisions that depend on position’s advice:

• Working with marketing the BDE can advise on the profile of partner that would be interested in taking UIPath to market, leading to increased campaign results.

Scope/Dimensions

• UIPath
• Personal KPIs including but not limited to:
  • Onboarding existing UIPath Partners
  • New Partners Recruited per month

Job Qualifications and Educational Requirement

• Relevant sales experience not industry specific (min 3 x years)
• Full UK driving license
• UIPath product experience (desirable)

IM Competencies

• Ability to work as part of a team
• UIPath Sales Fundamental Training