Test Cloud Sales Specialist - Commercial Mid-Market

About the role

In this role, you will be at the forefront of promoting UiPath's Test Cloud to the commercial mid-market sector. Your primary responsibility will involve engaging with technology leaders and various teams to demonstrate how our innovative cloud-based testing platform can significantly improve software delivery and quality for businesses that are on the rise. This position requires a strategic approach to sales, focusing on understanding client needs and aligning them with the capabilities of Test Cloud.

Key facts

What you'll do

• Spearhead the sales of Test Cloud to mid-market companies, pinpointing opportunities within software engineering, quality assurance (QA), DevOps, and digital transformation sectors.
• Establish connections with IT executives, QA leaders, DevOps specialists, and key business decision-makers to gain insights into their testing obstacles and present Test Cloud as an effective, scalable solution.
• Advocate for Test Cloud as a fully managed cloud testing platform, highlighting its advantages such as flexible execution, diminished infrastructure costs, enhanced oversight, accelerated release cycles, and overall reduced expenses.
• Engage in comprehensive discussions with customer teams involved in application delivery, quality assurance, automation, and cloud migration to understand their unique requirements.
• Build and nurture relationships with multiple stakeholders within target accounts to foster momentum, align with their business goals, and drive widespread adoption of Test Cloud.
• Oversee the complete sales cycle, from initial outreach and qualification to negotiation and closing deals in the commercial mid-market segment for Test Cloud.
• Formulate strategic plans for your designated territory and accounts to cultivate a robust sales pipeline, strengthen existing customer relationships, and identify opportunities for broader utilization of the UiPath platform.
• Maintain an in-depth understanding of each customer's business objectives, application landscape, technology stack, and testing maturity to tailor presentations of Test Cloud accordingly.
• Keep abreast of competitors in the cloud testing, DevOps, and quality engineering arenas to effectively communicate Test Cloud's strengths during discussions with both technical and executive audiences.
• Collaborate with various internal teams at UiPath, including product specialists, sales engineers, customer success managers, marketing, and account managers, to enhance customer interactions and expedite deal closures.

Requirements

• Proven experience in selling Software as a Service (SaaS), cloud platforms, testing technologies, DevOps tools, or automation software to commercial or mid-market clients.
• Strong understanding of cloud infrastructure, cloud-based testing methodologies, DevOps principles, Agile development practices, and Continuous Integration/Continuous Deployment (CI/CD) processes.
• Demonstrated ability to effectively manage a dynamic commercial sales territory, encompassing prospecting, lead generation, opportunity qualification, and closing new business deals.
• Proficiency in navigating sales processes that involve technical, commercial, and executive-level stakeholders.
• A solid business acumen that allows you to connect technical features to real customer benefits, such as quicker product releases, enhanced quality, cost efficiencies, and improved team productivity.
• Exceptional verbal and written communication skills, capable of articulating value propositions to both technical audiences and business leaders.
• Must possess authorization to work in the United States.

Nice to have

• Experience in selling to mid-market organizations that are heavily reliant on software, cloud-native, or focused on automation solutions.
• A proven track record of surpassing sales targets and successfully closing deals related to SaaS, cloud platforms, testing solutions, DevOps tools, or automation software within a commercial sales environment.

Skills & tools

• Not specified

Practical notes

• This role may require up to 50% travel.
• Applications are continuously reviewed, and there is no set closing date. The application window may be adjusted based on the volume of submissions or may close immediately upon finding a suitable candidate.
• UiPath is committed to being an equal opportunity employer and values diversity in its workforce. Reasonable accommodations are available for candidates upon request.