Senior Manager Technology Partnerships

AutoStore™•Atlanta, GA

About The Position

AutoStore is hiring a Senior Manager Technology Partnerships to establish and operate repeatable, value-adding technology partnership programs aligned with its product strategy. The role identifies hardware and software partners that address capability gaps, evaluates their strategic and commercial potential, and guides approved partnerships through launch and ongoing performance management. This is a senior, self-sufficient position owning the technology partner programs, technology landscape mapping, partnership governance, and partner relationships—from initial engagement with partner CEOs and founders through recommendations to AutoStore’s Executive Management Team. The role works across Product, Engineering, Commercial, Corporate Strategy, Solutions, Operations, Legal, Sales, and Finance. Travel is expected to be 25%–30%.

Requirements

At least 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 technical depth to assess technical fit and integration effort for hardware and software partners.
A track record of originating partnerships that reached launch and delivered measurable revenue or capability.
Direct experience working with and negotiating at the CEO and founder level.
Experience presenting strategies and partnership recommendations to executive management, such as an EMT or equivalent.
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 independently 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 programs for different types of technology partners and develop an end-to-end playbook covering selection, commercial, technical, legal, and support processes.
Establish partnership governance, including decision gates, review cadence, partner tiering, and exit criteria.
Work with Product Business Unit Leaders, Commercial, Corporate Strategy, Solutions, and Operations to maintain alignment on work with technology third parties.
Create and maintain an overview of technology and capability gaps in the AutoStore portfolio with Product Management and Hardware and Software Engineering.
Map technology vendors, shortlist potential partners, and assess strategic fit, customer demand, market potential, technical fit, scalability, partner quality, and willingness to engage.
Prioritize and pursue partnerships with the potential to materially move the business.
Proactively engage high-potential partners 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 IP frameworks, launch plans, and KPI measurement.
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, provide input on prioritization, and monitor partner involvement against development milestones.

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
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/coaching with external industry leaders
Group Life Insurance
Voluntary Additional Life Insurance
Disability Insurance
Employee Assistance programs