AutoStore™ · 2 weeks ago
ISV Business Development Team Lead
Salem, NH
Full-time
Hybrid
Mid, Senior Level
4+ years expAutoStore is a company focused on innovative storage and automation solutions, and they are seeking an ISV Business Development Team Lead. This role involves developing business through partnerships with independent software vendors and leading a team to enhance AutoStore's market presence and solution integration.
Industrial Automation
Responsibilities
Identifying and hunting important ISV candidates for our Enterprise Account Team, our Global Accounts Team and the market development in general
Onboarding these ISVs into our Consulting Account team and building the relationship
Deliver targeted training for ISV-Alliances’ account teams, enabling them to identify AutoStore application scenarios within their customer base and provide feedback for further solution design
Support ISV-Alliances’ account managers in identifying and qualifying end customer projects
This person will lead a small team of BDMs that target sales via ISVs
Assist the team in hitting their KPIs and assigning targets
Work cross functionally with partner and other sales leads to facilitate internal communication
Clearly communicate the business opportunity for ISV-Alliances: by leveraging their trusted relationships with existing clients, they can introduce AutoStore in a credible and effective way
Enable ISV-Alliances to expand their product portfolio with standardized Task Interface integration, unlocking new software projects and revenue streams
Position AutoStore as a complementary solution that enhances the ISV’s offering and strengthens their customer engagement
Conduct foundational training for new ISV-Alliances to ensure understanding of AutoStore’s unique value and differentiation from other technologies
Certify ISV-Alliances for qualified software integration projects by guiding them through application scenarios, use cases, and integration principles
Provide structured onboarding to prepare ISV-Alliances for technical enablement and project collaboration
Conduct and coordinate technical training for ISV-Alliances, enabling their teams to understand and integrate the AutoStore API (“Task Interface”)
Explain possible software architectures and best practices for integration, aiming to minimize effort on the ISV-Alliances’ side and maximize the efficiency of the AutoStore system
Support the analysis of customer data and the creation of system designs for optimal AutoStore solutions
Ensure that the developed concept and software environment are adhered to by all project stakeholders
Manage the entire ISV-Alliance onboarding process: from initial contact, training, NDA, SDK provision, and consulting agreement to joint product development and market launch
After designing an AutoStore layout, identify the appropriate AutoStore partner to deliver the system and implement the agreed concept
The long-term goal is to enable ISV-Alliances to monitor existing AutoStore solutions at their customers and independently make design adjustments to the AutoStore system
ISV-Alliances should be able to adapt warehouse automation flexibly and autonomously (e.g., through layout adjustments) as their customers’ business evolves, ensuring that AutoStore solutions deliver maximum end customer value and that automation “learns” with the business
Qualification
Required
University degree in business, (business) informatics, logistics, engineering, or a comparable field
Several years of experience in business development, partner management, or sales, ideally in the software or automation environment
Experience leading a small team of sales professionals
Experience in building and managing partner ecosystems, preferably with ISV-Alliances
Technical understanding of software integration (APIs, interfaces, process integration) and the ability to conduct technical training
Experience in analyzing customer data and creating system designs for automation solutions is an advantage
Strong communication and presentation skills, with the ability to convince both C-level and technical stakeholders
Willingness to travel within the USA and seldomly abroad
Benefits
Comprehensive Medical, Dental, and Vision plans
Health Savings Account (HSA) with a company contribution
Generous Paid Time Off including 12 holidays, paid exercise time, paid volunteer time, and paid parental leave plans for all new parents
Retirement 401(k) plan with employer match and discretionary profit sharing contribution
Educational assistance and professional development programs including mentorship/coaching programs with external industry leaders
Additional benefits include Group Life Insurance, Voluntary Additional Life Insurance, Disability Insurance, Employee Assistance programs, and more!
Company
AutoStore™
AutoStore™ holds a simple yet powerful vision: to store and move things for everyone, everywhere.
1001-5000 employees
Funding
Current Stage
Late StageLeadership Team
Hannah Richard
Human Resources Business Partner
Matthew Dawson
Talent Acquisition Partner
Company data provided by crunchbase