Strategic Account Manager - AI, Robotics, & Emerging Technologies

Job DescriptionWho You AreJoin FANUC America at the intersection of Artificial Intelligence and Industrial Robotics. Based in Northern California (primarily the Bay Area), this strategic sales role will lead FANUC's engagement with the rapidly growing ecosystem of robotics startups, AI innovators, and venture-backed technology companies developing the next generation of intelligent automation solutions. This is a unique opportunity to influence how Physical AI, ROS2, autonomous robotics, digital twins, and advanced software platforms are deployed across FANUC's global installed base of industrial and collaborative robots.How It’s DoneDevelop and execute strategic growth initiatives targeting robotics startups, AI companies, venture-backed technology firms, research institutions, and innovation ecosystems throughout Northern California and North America, positioning FANUC as the preferred robotics platform for advanced applications in artificial intelligence, machine learning, autonomous systems, physical AI, simulation, and robotic softwareBuild and maintain strategic relationships with founders, CTOs, robotics architects, AI researchers, engineering executives, venture investors, universities, robotics laboratories, startup accelerators, incubators, and innovation centers to influence automation technology adoption and identify emerging business opportunitiesIdentify opportunities to expand adoption of FANUC robot and controller technologies by supporting software-first and AI-driven application development, including integration with ROS2 frameworks, AI inference engines, cloud platforms, edge computing architectures, and advanced robotic software environmentsCollaborate closely with FANUC engineering, product management, and technical teams to communicate emerging market trends, customer requirements, software integration needs, and next-generation technology opportunities that influence future product development and market strategyRepresent FANUC at robotics, AI, automation, and startup ecosystem events, including technical conferences, industry forums, venture capital events, developer communities, and innovation programs, serving as a thought leader and ambassador for FANUC technologiesDevelop and maintain a comprehensive understanding of target industries, accounts, and senior leadership by:Researching market trends, regulatory and economic factors, and value/supply chainsAnalyzing customer business models, operations, financial performance, strategic objectives, and competitive landscape, including FAC, FANUC, and partner presenceEvaluating executive roles, priorities, and backgrounds to enable informed, credible, and highly personalized engagement at the C-suite levelDetermine best engagement strategies for current and prospective clients Develop strategies and action plans to improve overall customer satisfaction Develop, implement, and actively maintain comprehensive key account strategic plans Drive sales strategy Assess competitive threats and market dynamics and develop strategies to strengthen FAC's position within assigned accountsInsight development identifying both short-term opportunities and long-term strategic initiativesExecutive-level relationship developmentCoordinate facility automation audits with the appropriate FAC execution teams and/or ASI partners to identify operational challenges and potential automation opportunitiesIdentify and facilitate engagement with appropriate ASI partners and monitor the progress of ASI and end-user relationships throughout the sales cycleConduct quarterly or semiannual business reviews with key customer stakeholders to review open issues, ongoing projects, support requirements, emerging opportunities, and account performanceRegularly visit customer sites within assigned accounts and territory to strengthen relationships, support strategic initiatives, and identify new business opportunitiesWhat You NeedBachelor’s degree in Engineering, Business Administration or related field; or equivalent relevant experienceMinimum five years of capital equipment sales with proven selling and negotiation skills, experience developing strategic account plansExperience in the robotics and/or automation industryMinimum three years of selling experience at the c-suite level of an organization with established contacts within select markets and industry verticalsA strong understanding of end-to-end Physical AI system that combines perception, reasoning, and autonomous actionMust currently reside and/or have established business relationships in Northern CaliforniaMust have or be able to obtain a valid driver’s licenseWhat Would Be Even BetterMaster’s Degree in Engineering, Business Administration, or related fieldExtensive knowledge of manufacturing processes5+ years of experience in the robotics and/or automation industry with working knowledge of FANUC productsExperience working with robotics startups, AI companies, autonomous systems developers, or industrial software providersUnderstanding of robotics software architectures, ROS2, industrial communication protocols, edge computing, and AI-enabled automation technologiesExperience with Isaac Sim, generative AI, reinforcement learning, and industrial roboticsFamiliarity with software-centric business models including SaaS, robotics-as-a-service (RaaS), platform ecosystems, and developer enablement programsExperience developing strategic partnerships within startup, venture capital, university, or technology innovation ecosystemsKnowledge of machine learning, computer vision, foundation models, large language models, physical AI, or autonomous robotics technologies applied to industrial environmentsIt’s Your MoveJoining FANUC means becoming part of a team that values your unique perspective and encourages continuous learning and collaboration. We foster a culture where respect and innovation go hand in hand, and where your contributions help shape the future of automation and robotics.If you're ready to take the next step in your career, we invite you to apply today. We look forward to learning more about you!We offer market competitive pay and benefits programs, as well as opportunities for advancement, knowledge and skill development, and recognition of individual achievements. In addition, we offer the following benefits to our employees:Medical, Dental & Vision Insurance401(k) Retirement ProgramLife InsuranceShort-Term & Long-Term Disability Plans Tuition ReimbursementWellness ProgramFlexible Spending AccountsEmployee Assistance ProgramFlexible Benefit DollarsGenerous Holiday & Vacation ProgramSponsorship will not be provided for this positionEqual Opportunity Employer, including disabled and veteransJob DetailsJob Type: SalaryCategory: Robotics: SalesSalaried: Salaried