Strategic Partner Program Manager (SPPM)

Our Purpose
#WeAreUR and we continuously redefine Automation

At Universal Robots, part of Teradyne Inc., has a simple mission: Automation for Anyone, Anywhere.

Our vision is to create a world where people work with robots, not like robots. And with 85,000+ Cobots already installed worldwide, we’re already making a difference. Working towards our vision gives us endless opportunities to learn, grow, innovate, and solve problems together as we bring our technology to companies of all sizes all over the world.

We cultivate a culture of inclusion for all employees that respects their individual strengths, views, and experiences. We believe that our differences enable us to be a better team – one that makes better decisions, drives innovation, and delivers better business results.

Opportunity Overview

• Assigned Strategic Partner Program Manager (SPPM)-South Asia, has custom targets which are a combination of successful on-boarding of partners (Corporate Consulting organizations for manufacturing, Digital Transformation), Original Equipment Manufacturers (OEMs), System Integrators, Distribution partners) in the Automation domain, supporting Indirect sales revenue generation.
• Identify white space for partners in the focus business segments of Universal Robots, create set of coherent, consistent activities to enhance depth of market penetration.
• Identify potential business partners having shared vision and business interests aligning with Universal Robots for Industrial Automation, qualify, evaluate and successful on-boarding, contracting for mutual business wins on sustained, long-term basis, including market making but not limited to.
• Engaging with market influencers (e.g., consultants) and industry forums to enhance adoption of state-of-the-art Collaborative Robots solutions.
• Groom channels by assessing, developing, coaching, training and managing distributors, partners and system integrators in designated area
• Collaborating with distributors, integrators, OEMs to facilitate joint high value visits with end users, key and prospective customers, green-field / brown-field project facilitators.
• Representing the UR brand and vision, and demonstrate values at trade shows, events and customer visits.
• In summary, the key responsibilities include identifying and cultivating partnerships, revenue growth strategies, stakeholder relationship building, negotiating agreements and ensuring compliances of terms, cross-functional collaboration within UR and Partner organization, regular monitoring business performance, partnership effectiveness and course correction as needed, including mutual separations.
• Facilitate high value visits with end users, key and prospective customers ending in a sale
• Representing the UR brand and vision, and demonstrate values at customer visits and events
• Ability to travel more than 70% of days a year for customer intimacy and business expansions.

All About You
We seek individuals who share our passion and determination. Our commitment to customer success drives us to go the extra mile. If you’re ready to join us in this mission, take a closer look at the minimum criteria for the position.

• Minimum +10 years successful track record of sales of technical products and solutions to end user customers / OEMs / channels, developing sales strategies, ideal candidate's experience includes indirect sales experience (Partner business management) is a MUST to HAVE.
• Documented success over multiple years reaching sales targets of about +5M USD.
• Experience with structured sales, plans, budgets, pipeline management.
• Industry experience desired from a similar role in the Automation industry; prior experience selling components provide additional advantage
• Experience managing complex client relationships required
• Communication skills: As the primary liaison between multiple businesses, a strategic partnership manager needs excellent communication skills central to negotiating deals, resolving conflicts and ensuring that all parties are kept informed about partnership progress
• Problem-solving ability: Multiple issues can arise during the course of a partnership, and it's the partnership manager's job to resolve them. This requires a proactive attitude, solid problem-solving skills and a diplomatic nature to find mutually beneficial solutions.
• Business acumen and strategic thinking: Understanding market dynamics, identifying business opportunities, and effectively strategizing for growth are integral parts of a partnership manager’s job. Their knowledge of business operations helps them align partnerships with their organization’s strategic objectives.
• Experience in influencing behaviors for team members

Demonstrated ability and willingness to modify plans on demand based on changing input.

• Relevant experience and customer-focus attitude is more important than education, however, an ideal candidate will have a least an educational background at a Bachelor's level in the field of Mechatronics, Electrical and Electronics, Mechanical engineering with flair for Automation, Plus a Management programs in business management &/ Marketing.
• The position is open for Bangalore location, which is HQ for UR in India.
• This position is not eligible for visa sponsorship.

Join Universal Robots, a Teradyne robotics platform company

Universal Robots offers an exciting job with great professional challenges and the opportunity for you to influence your own progression. We emphasize an informal and good work environment where you will have an opportunity to gain influence and be part of making a difference.

Learn more about the company and the products you will be working with here.

We look forward to learning more about you!

#LI-Hybrid