Senior Channel Development Manager

Burro is the leading robotics company in the world by number of robots working outdoors in the field with real customers. Our mission is to free people from tedious work and solve the critical labor shortages faced by farmers and others that work outdoors.
To accomplish our mission, we need a world-class, diverse team where everyone feels comfortable sharing their ideas. With this in mind, we strive to create a work environment where every employee can be themselves and express their perspective – this enables us to deliver the most creative and innovative solutions to problems our customers face. 
Headquartered in Philadelphia with an office in central California, and backed by top Agtech and autonomy investors, including S2G, Catalyst, Translink, Cibus, FPrime, Toyota Ventures, FFVC, Xplorer, and Radicle, Burro was created to solve the labor shortages facing farmers using robotics. 
Burros can be described as Disney's Wall-E for agriculture and work outdoors, in a 1.0 format.  They function, today, as computer vision based autonomous ground vehicles for carrying, towing, and scouting, and are designed to lay the base for the fully autonomous future of work outdoors.  We have a growing triple digit fleet deployed in paid commercial use within vineyards, nurseries, berries, and beyond, and demand for our product is accelerating, so we are growing our team.  
Reporting to the Senior Vice President of Revenue, the primary role of the Senior Channel Development Manager (CDM) is to manage the growth and health of the global Burro partner network. The CDM will develop partner and territory business plans, and collaborate with internal and external resources to ensure world class joint execution. The CDM will serve as a trusted business consultant for our partner community. They will provide on-going technical and sales training, participate in co-marketing, and develop both near term and long term business plans that ensure success

Responsibilities:

• Manage and drive growth with both existing and new partners to achieve quota targets
• Foster partner satisfaction and performance
• Conduct Quarterly Business Reviews with key partners
• Provide regular on-going education of Burro technologies through technical presentations
• Provide regular on-going training of value propositions and other key messaging to the partner community
• Act as a liaison between partners and end-user accounts across all verticals and markets, including collaboration with territory account managers
• Communicate product launches and promotions to partners and peers
• Manage the successful identification, qualification, and establishment of prospective partners using business and financial management concepts that will enable and assure sales, marketing, and financial success
• Maintain forecast and provide management with regular updates including sales forecasts, competitive analysis, market trends, and territory opportunity
• Continuously refine and increase accuracy
• Develop and implement strategic action plans for under-performing partners 
• Identify partners that are deficient in any area of the Dealer Agreement. Develop, present, and implement plans to correct partner deficiencies
• Quarterly field work/travel is expected, however, majority of work is conducted via webinars and conference calls to cover a broad base of partners and achieve growth expectations
• Perform other duties and projects both proactively and as assigned
• It is also expected that the CDM is proactively driving initiatives that will positively impact the partner community

Requirements:

• Bachelor’s degree
• 5+ years relevant experience in relevant channel sales
• Customer centric, data driven
• Ability to advocate, own an outcome, prioritize issues, and influence others to bring issues to closure
• Self-starter able to take initiative and work independently
• Onsite travel required up to 50% or as needed

Nice-to-haves:

• Familiar with Agriculture industry / Nursery industry / Horticulture industry
• Experience with agriculture equipment dealer sales
• Experience in emerging technologies and/or startup experience
• Familiarity with autonomous mobility technology, and parallel technologies, such as computer vision, LiDAR, RTK GPS, ROS, or other robotics

Perks:

• Competitive salary and benefits package (medical/dental/vision)
• Life Insurance
• 401K Plan
• Early-stage equity 
• Unlimited PTO
• Paid parental leave 

RECRUITERS: We are NOT accepting agency resumes for this position. Please do not forward or submit resumes through our website or to any of our employees directly. Burro is not responsible for any fees related to unsolicited resumes from re