Director of Business Development - Physical AI & Robotics

Job description:

Grid Dynamics is on a mission to accelerate the advent of physical AI in manufacturing and logistics industries. Our goal is to provide customers with an AI-centric platform for efficient creation and deployment of robotic solutions that require advanced perception, reasoning, and dexterous manipulation.

We are seeking an established Director of Business Development with a proven track record in developing existing lines of business and/or penetrating new markets for robotic companies with a focus on manufacturing and logistics clients. As Director of Business Development, you'll collaborate with Product, Engineering, and Marketing leadership to drive direct sales to end users and coordinate, influence and enable sales through partnerships both nationally and internationally. Working with a global team of experts in machine learning, computer vision, and robotics, you'll lead the strategy and execution of customer and partner relationships.

Responsibilities:

• Channel Sales Strategy: Develop and implement a comprehensive channel sales strategy aligned with the company's overall business objectives. Identify and prioritize global target markets and potential channel partners.
• Partner Recruitment and Management: Identify and onboard new channel partners, such as robotic hardware vendors, specialty solution vendors, and system integrators, to expand the company's market reach. Build and maintain strong relationships with existing partners to maximize sales opportunities.
• Sales Target Achievement: Monitor performance, analyze data, and implement strategies to ensure the team meets or exceeds revenue goals.
• Market Analysis: Discover and stay informed about American and European market trends, competitor activities, and industry developments related to channel sales. Use this information to identify new business opportunities and adjust the channel sales strategy accordingly.
• Collaboration: Collaborate with cross-functional teams, including marketing and product development to ensure a coordinated and successful channel sales approach.
• Sales Reporting: Prepare and present regular channel sales reports and performance analyses to senior management. Provide insights into the channel's performance, achievements, and challenges.
• Budget Management: Manage the channel sales budget, allocating resources effectively to optimize sales efforts and achieve a positive return on investment (ROI).

Requirements:

• Strong experience in Channel Sales and Business Development.
• Strong experience in selling advanced robotics or automation solutions in the Logistics, Wholesale, Food, or Manufacturing Industries.
• Strong leadership and communication skills, with the ability to motivate and guide the channel sales team and partners.
• Analytical mindset with the ability to interpret sales data and make data-driven decisions.
• Customer-focused with the ability to build and maintain strong partner relationships.
• Ability to analyze market trends and data to make informed business decisions.
• Strategic thinker with the ability to identify and capitalize on business opportunities through channel partnerships.