Senior Manager Technology Partnerships

• Define different programs depending on the type of technology partner.
• Define an end-to-end playbook covering selection, commercial, technical, legal and support for each program.
• Set the governance framework, including decision gates, review cadence, partner tiering, and exit criteria.
• Work with AutoStore Product Business Unit Leaders, Commercial, Corporate Strategy, Solutions and Operations teams to ensure continued alignment in working with tech third parties.

• Create and maintain an overview of key technology and capability gaps in the AutoStore portfolio, in close collaboration with AutoStore Product Management and AutoStore Hardware and Software Engineering teams.
• Create and maintain a living mapped landscape of technology vendors and short-list high potential candidates to become technology partners.
• Test each opportunity for strategic fit, customer demand, market potential, technical fit, scale, partner quality and willingness to engage.
• Pursue only the partnerships that can materially move the business.

• Proactively engage with identified high-potential opportunities and build trusted relationships.
• Act as the primary relationship owner with tech partner leadership, including CEOs and founders.

• Build partnership plans, including market sizing, margins, ROI, support model, legal and IP frameworks, launch plans and performance measurement against KPIs you agree with Product Business Unit Leaders (ROI, revenue targets, development spend).
• Define main terms of collaboration between AutoStore and tech partners and lead contract negotiations.
• Present partnership strategy, business cases and recommendations to the EMT and senior stakeholders.
• For partnerships requiring AutoStore development, work closely with AutoStore Product Management to identify roadmap items and provide input to their relative prioritization. You also monitor the tech partner's involvement against agreed development milestones.
• Travel expectation is 25%-30%

Key Qualifications:

• 15+ years of total professional experience, including multiple years in a technology partnerships role covering this full scope: landscape mapping, partner selection, business case, commercial model and roadmap execution.
• Experience in robotics, physical AI, warehouse automation, software/AI platforms, supply chain software and technical depth to judge technical fit and integration effort for hardware and software partners.
• A track record of partnerships you originated that reached launch and delivered measurable revenue or capability.
• Direct experience working with CEOs and founders of partner companies and negotiating at that level.
• Experience presenting strategy and partnership recommendations to executive management (EMT or equivalent) in a current or recent role.
• Strong commercial and financial skills: sizing revenue, margin and ROI, and structuring commercial models such as reseller, OEM, revenue share or co-development.
• Experience setting up partnership governance and working across Product, Engineering, Legal, Sales and Finance.
• Self-sufficient and comfortable owning work end to end with little direction, in a matrixed international company.
• Clear written and spoken communication, with the judgment to give a firm go or no-go.

We Offer:

AutoStore believes in taking care of employees and is dedicated to providing a supportive and rewarding work environment. Join us in our mission to store and move things for everyone, everywhere.

• 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!

AutoStore is an Equal Opportunity Employer that does not discriminate on the basis of actual or perceived race, color, creed, religion, national origin, ancestry, citizenship status, age, sex or gender (including pregnancy, childbirth, pregnancy-related conditions, and lactation), gender identity or expression (including transgender status), sexual orientation, marital status, military service and veteran status, physical or mental disability, genetic information, or any other characteristic protected by applicable federal, state, or local laws and ordinances.