Business Development Manager

This is a build-it job and a close-it job.. Your job is to create both, and then to convert them: recruit the right system integrators, co-sell the first projects with them, and turn the first installation into the reference that makes every subsequent conversation easier. You will carry a number, and you will decide what the go-to-market looks like. That means running full-cycle capital sales yourself, on 12-to-24-month cycles with multiple approval gates, while building the channel that will carry the second and third wave of deals. The two halves are not sequential. In the first year, you will be doing both in the same week. What you will do Build the channel Identify, qualify and sign system integrators and distribution partners across North America, prioritizing those with a real gap in high-density pallet storage that incumbents are not solving Build joint business plans with each partner and run them: named commercial and technical owners on both sides, an agreed target list, and a shared pipeline Train and enable partner sales and engineering teams on the ATOMIX product line Win the business Own the number for North America: build and maintain a pipeline with the coverage ratio to hit it, and forecast accurately every month Run full-cycle sales from qualification to contract close, with and through partners, and directly with end users where that is the faster route to a first reference Protect both the technical integrity of the solution and our margin in partner-led deals Lead operational and technical discovery with end users: pallet flows, throughput profiles, storage density, temperature regime, seasonality and growth assumptions, and the interfaces to existing WMS and WCS Produce concept solutions, budgetary pricing and ROI cases. Brief our solution engineering team in Asia, review their concepts, and present the solution and the business case to the customer yourself. Detailed layout design, simulation and final engineering are delivered by that team Build multi-stakeholder relationships across operations, supply chain, engineering, finance and the executive level Build the market Organize and run customer reference visits, and turn early installations into the proof points the region sells on Represent ATOMIX at MODEX, ProMat and vertical industry events, and build our presence in 3PL, cold chain and food and beverage Feed structured market, competitive and pricing intelligence back to product and commercial leadership: what we are losing on, what the market asks for that we do not yet have, what the region needs from our service model What you bring 8+ years in material handling, warehouse automation or intralogistics sales, with at least 5 years selling automated systems rather than single-category equipment, on projects of $1M and above A track record of closing complex, multi-stakeholder deals involving procurement and capex approval, on cycles of 12 months or longer. You can walk a deal through stage by stage: what moved it, what stalled it, and what you did about it Direct experience of the integrator model, either from inside a system integrator or from a manufacturer selling through them. You can explain how an integrator makes money on a project and where its risk sits A track record of building something from zero: a new territory, a new product line, or a new channel. We will ask for the specific projects, the timeline and the outcome Confidence operating from the warehouse floor to the C-suite in the same week The technical depth to lead a discovery conversation unaided: read a pallet flow, challenge a throughput assumption, size a system at concept level and defend the business case. You do not need to produce the final layout yourself Deep knowledge of at least one of 3PL, cold chain, food and beverage or retail distribution, and a network in it you can call on from week one: how they run, how they buy, and what they will not compromise on Willingness to travel around 50% across the US, Canada and Mexico, plus occasional trips to Asia for training and factory visits Comfort with an early-start rhythm. Our engineering and product teams are in Asia, so the first part of your day is when the joint work happens. Nice to have Hands-on experience with pallet shuttle, deep-lane or high-density pallet ASRS A structured sales methodology such as MEDDIC or MEDDPICC Existing integrator relationships in North America that shorten the time from signed partner to first joint opportunity (strong plus) An established profile in the MHI community #J-18808-Ljbffr Atomix Automation & Robotics