Head of Alliances, EMEA – APAC

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Locus Robotics

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2014

📦 Logistics

🏭 Manufacturing

🤖 Artificial Intelligence

💰 $117M Series F on 2022-11

Logistics • Manufacturing • Artificial Intelligence

Locus Robotics is a company specializing in warehouse automation with an intelligent, AI-driven, enterprise-grade robotics platform. Their autonomous mobile robots (AMRs) are designed to enhance warehouse productivity, operational efficiency, and workplace safety. Offering solutions such as picking, putaway, transport, and mezzanine management, Locus Robotics aims to boost warehouse productivity 2-3 times and reduce labor costs. With a strong foundation in robotic technology and warehouse operations, they provide seamless integration with warehouse management systems and adapt to various environments, including brownfield and greenfield sites.

📋 Description

• Own the partnership strategy for EMEA & APAC — including operating model design, partner segmentation, prioritization, and commercial outcomes. • Build and scale the consultant engagement motion: develop influence strategies, proof points, training programs, and tools; establish sourced and influenced pipeline tracking. • Build and scale the system integrator motion: lead target-partner selection, joint solution development, implementation coordination, and structured partner account planning. • Design the analytics, reporting, and operating cadence that connect partnership activity to pipeline and revenue contribution. • Lead and develop a partner manager, deploying them effectively across relationship management, field coordination, and execution tasks. • Manage secondary partner motions — including co-sell, resell, field alignment, and account mapping — at appropriate priority. • Collaborate cross-functionally with Sales, Marketing, Customer Success, and Product to ensure partner GTM motions are aligned with regional strategy and product roadmap. • Deliver regular, data-driven reporting on partnership health, pipeline influence, and commercial outcomes to senior stakeholders.

🎯 Requirements

• Bachelor's degree in Business Administration, Engineering, Supply Chain, or related field. • 8+ years of experience in strategic partnerships, alliances, channel development, or business development in B2B technology, logistics/supply chain, or industrial automation. • 3+ years of experience in warehouse automation, intralogistics, material handling, or adjacent industrial technology. • Proven track record of building partnership programs. • Strong understanding of consultant and system integrator engagement models, and how they differ from traditional reseller or co-sell motions. • Ability to design operating cadences, partner scorecards, and pipeline attribution frameworks. • Experience managing and developing a small team while remaining hands-on in strategic partner conversations. • Strong commercial acumen and ability to connect partnership activity to pipeline, revenue, and deal velocity. • Willingness to travel ~25–30% across EMEA, with occasional trips to APAC. • Native or C-level German and proficient English communication skills, both written and verbal, with the ability to engage diverse audiences effectively.

🏖️ Benefits

• Additional Information: Locus Robotics is an equal opportunity employer. • Application Fraud Detection Notice: To help maintain a fair and secure hiring process, Locus Robotics may use AI-assisted and other automated tools to detect suspected fraud, misrepresentation, or misuse of the application process.