Senior Manager Technology Partnerships

AutoStore System • Atlanta, GA

4d

About The Position

AutoStore is a global technology company that develops software and systems to automate and orchestrate order fulfillment. The Senior Manager Technology Partnerships establishes and operates repeatable technology partner programs that extend AutoStore’s product portfolio toward lights-out warehouse automation and complement internal development capabilities. This senior, self-sufficient role owns the technology partner programs, technology landscape, partnership governance, and partner relationships, from initial engagement with partner executives through recommendations to AutoStore’s Executive Management Team (EMT).

The role operationalizes and evolves partnership programs in alignment with product strategy; identifies, assesses, and prioritizes technology partners; and builds trusted relationships with partner leadership. It develops partnership plans and business cases, defines collaboration terms, negotiates contracts, presents recommendations to executives, and works with Product Management on roadmap alignment and development milestones. Travel is expected 25%–30%.

Requirements

• 15+ years of total professional experience, including multiple years in a technology partnerships role covering landscape mapping, partner selection, business cases, commercial models, and roadmap execution.
• Experience in robotics, physical AI, warehouse automation, software/AI platforms, or supply chain software, with enough technical depth to assess technical fit and integration effort for hardware and software partners.
• A track record of originating partnerships that launched and delivered measurable revenue or capability.
• Direct experience working with and negotiating at the level of partner-company CEOs and founders.
• Experience presenting strategy and partnership recommendations to executive management (EMT or equivalent) in a current or recent role.
• Strong commercial and financial skills, including revenue, margin, and ROI sizing and structuring reseller, OEM, revenue-share, or co-development models.
• Experience establishing partnership governance and working across Product, Engineering, Legal, Sales, and Finance.
• Ability to own work end to end with little direction in a matrixed international company.
• Clear written and spoken communication and sound judgment in making go/no-go recommendations.

Responsibilities

• Operationalize and evolve technology partner programs in alignment with AutoStore Product Strategy.
• Define distinct programs for different technology partner types and create end-to-end playbooks covering selection, commercial, technical, legal, and support processes.
• Establish partnership governance, including decision gates, review cadence, partner tiering, and exit criteria.
• Coordinate with Product Business Unit Leaders, Commercial, Corporate Strategy, Solutions, and Operations to maintain alignment on third-party technology partnerships.
• Map portfolio technology and capability gaps in collaboration with Product Management and Hardware and Software Engineering.
• Maintain a mapped landscape of technology vendors and shortlist promising potential partners.
• Assess partnership opportunities for strategic fit, customer demand, market potential, technical fit, scalability, partner quality, and willingness to engage.
• Engage high-potential opportunities and build trusted relationships, serving as the primary relationship owner with partner leadership, including CEOs and founders.
• Develop partnership plans covering market sizing, margins, ROI, support models, legal and intellectual property frameworks, launch plans, and performance KPIs.
• Define collaboration terms and lead contract negotiations with technology partners.
• Present partnership strategies, business cases, and recommendations to the EMT and senior stakeholders.
• Work with Product Management to identify roadmap items for partnerships requiring AutoStore development and provide input on prioritization.
• Monitor partner involvement against agreed development milestones.
• Travel approximately 25%–30%.

Benefits

• 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 and coaching programs with external industry leaders
• Group life insurance
• Voluntary additional life insurance
• Disability insurance
• Employee Assistance programs

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed