ISV Business Development Team Lead

The ISV-Alliance Consulting BD Team Lead is responsible for developing business for AutoStore through 3rd party independent software vendors. Their task is identifying, engaging, building and developing strategic alliances with Independent Software Vendors (ISV-Alliances) in the US market. The goal is to enable ISV-Alliances to integrate AutoStore solutions via the standard API (“Task Interface”) and roll out recurring software projects together. In parallel, AutoStore projects are jointly created for the ISV-Alliances’ clients—ensuring mutual benefits through combined software and hardware solutions.

• Identifying and hunting important ISV candidates for our Enterprise Account Team, our Global Accounts Team and the market development in general.
• Onboarding these ISVs into our Consulting Account team and building the relationship
• Deliver targeted training for ISV-Alliances’ account teams, enabling them to identify AutoStore application scenarios within their customer base and provide feedback for further solution design.
• Support ISV-Alliances’ account managers in identifying and qualifying end customer projects.

• This person will lead a small team of BDMs that target sales via ISVs
• Assist the team in hitting their KPIs and assigning targets
• Work cross functionally with partner and other sales leads to facilitate internal communication 

• Clearly communicate the business opportunity for ISV-Alliances: by leveraging their trusted relationships with existing clients, they can introduce AutoStore in a credible and effective way.
• Enable ISV-Alliances to expand their product portfolio with standardized Task Interface integration, unlocking new software projects and revenue streams.
• Position AutoStore as a complementary solution that enhances the ISV’s offering and strengthens their customer engagement.

• Conduct foundational training for new ISV-Alliances to ensure understanding of AutoStore’s unique value and differentiation from other technologies.
• Certify ISV-Alliances for qualified software integration projects by guiding them through application scenarios, use cases, and integration principles.
  • Provide structured onboarding to prepare ISV-Alliances for technical enablement and project collaboration.

• Conduct and coordinate technical training for ISV-Alliances, enabling their teams to understand and integrate the AutoStore API (“Task Interface”).
• Explain possible software architectures and best practices for integration, aiming to minimize effort on the ISV-Alliances’ side and maximize the efficiency of the AutoStore system

• Support the analysis of customer data and the creation of system designs for optimal AutoStore solutions.
• Ensure that the developed concept and software environment are adhered to by all project stakeholders.

• Manage the entire ISV-Alliance onboarding process: from initial contact, training, NDA, SDK provision, and consulting agreement to joint product development and market launch.
• After designing an AutoStore layout, identify the appropriate AutoStore partner to deliver the system and implement the agreed concept.

• The long-term goal is to enable ISV-Alliances to monitor existing AutoStore solutions at their customers and independently make design adjustments to the AutoStore system.
• ISV-Alliances should be able to adapt warehouse automation flexibly and autonomously (e.g., through layout adjustments) as their customers’ business evolves, ensuring that AutoStore solutions deliver maximum end customer value and that automation “learns” with the business.

• University degree in business, (business) informatics, logistics, engineering, or a comparable field.
• Several years of experience in business development, partner management, or sales, ideally in the software or automation environment.
• Experience leading a small team of sales proifesisonals
• Experience in building and managing partner ecosystems, preferably with ISV-Alliances.
• Technical understanding of software integration (APIs, interfaces, process integration) and the ability to conduct technical training.
• Experience in analyzing customer data and creating system designs for automation solutions is an advantage.
• Strong communication and presentation skills, with the ability to convince both C-level and technical stakeholders
• Willingness to travel within the USA and seldomly abroad.

WE OFFER:  

AutoStore believes in taking care of employees and is dedicated to providing a supportive and rewarding work environment. Join us in our mission to store and move things for everyone, everywhere.  

• 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/coaching programs with external industry leaders 

• Additional benefits include Group Life Insurance, Voluntary Additional Life Insurance, Disability Insurance, Employee Assistance programs, and more! 

AutoStore is an Equal Opportunity Employer that does not discriminate on the basis of actual or perceived race, color, creed, religion, national origin, ancestry, citizenship status, age, sex or gender (including pregnancy, childbirth, pregnancy-related conditions, and lactation), gender identity or expression (including transgender status), sexual orientation, marital status, military service and veteran status, physical or mental disability, genetic information, or any other characteristic protected by applicable federal, state, or local laws and ordinances. 

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