Responsibilities
- Drive direct Test Cloud sales into GSIs, identifying high-value opportunities across their testing practices, engineering organizations, and global delivery centers.
- Engage deeply with GSI testing leaders, CTO organizations, and delivery executives to understand their internal testing challenges and position Test Cloud as the platform for scalability, efficiency, and modernization.
- Champion Test Cloud as a strategic, fully managed cloud testing platform, highlighting benefits such as elastic execution, reduced infrastructure overhead, improved governance, and accelerated delivery cycles.
- Lead consultative discovery and technical conversations with GSI architecture teams, testing CoEs, DevOps leaders, and quality engineering groups.
- Build multi-threaded stakeholder relationships across global regions, delivery units, and service lines within each GSI to drive wide-scale adoption.
- Own the full sales cycle—from prospecting and qualification to negotiation and close—across enterprise-level Test Cloud deals.
- Develop account strategies and expansion plans to drive long-term growth inside each GSI, including adoption across delivery towers and specialized service groups.
- Maintain deep understanding of each GSI’s organizational structure, global delivery model, technology stack, and strategic priorities to tailor Test Cloud positioning.
- Monitor cloud testing and quality engineering competitors to effectively differentiate Test Cloud in executive and technical conversations.
- Coordinate internal UiPath resources (product, sales engineering, customer success, and executive sponsors) to support large-scale GSI pursuits.
Requirements
- Significant experience selling enterprise SaaS, cloud platforms, testing technologies, or DevOps solutions into large, complex organizations.
- Strong understanding of cloud architectures, cloud-based testing, DevOps, Agile, and CI/CD practices.
- Direct experience selling into Global System Integrators, with an understanding of their internal structures, decision-making processes, and global delivery ecosystems.
- Ability to manage long, complex sales cycles involving technical, commercial, and executive stakeholders.
- Exceptional verbal and written communication skills, with the ability to articulate value to both engineering leaders and senior executives.
Nice to Have
- Experience driving large enterprise transformation deals (multi-region, multi-stakeholder).
- Track record of exceeding quota and closing complex, high-value SaaS or cloud platform deals.
Additional Information
- Candidates must be authorized to work in the United States for this role.
- Potential travel could be up to 50%.
