Director of Partnerships

At Prime Robotics, we’re building the future of warehouse automation — smart, integrated systems that combine robotics, software, and scalable infrastructure. Our robots don’t just move stuff — they optimize how warehouses work. 

The Director of Partnerships is a strategic leadership role responsible for building, scaling, and optimizing our partnership ecosystem within the warehouse automation industry. Reporting to the VP of Sales, this remote position will drive revenue growth through strategic alliances, channel partnerships, and collaborative relationships with key players in the warehouse automation space. You will be the architect of our partnership strategy, developing mutually beneficial relationships that expand our market reach, accelerate sales cycles, and enhance our competitive positioning in the rapidly growing warehouse automation market. 

Key Responsibilities 

Partnership Strategy & Program Development 

• Define, develop, and execute a comprehensive partnership strategy aligned with business objectives 

• Design and optimize partnership programs, including system integrators, technology partner, and strategic reseller alliances 

• Establish partnership tiers, requirements, benefits, and performance metrics 

• Create scalable processes and systems to enable partnership growth  

Partner Identification & Business Development 

• Identify and evaluate potential strategic partners within the warehouse automation ecosystem 

• Research and analyze market trends to uncover new partnership opportunities 

• Initiate and develop relationships with systems integrators, technology vendors, distributors, and solution providers 

• Build and maintain a robust pipeline of qualified partnership prospects 

• Conduct market analysis to identify white space opportunities for partnership expansion 

Relationship Management & Development 

• Establish and nurture long-term strategic relationships with key industry partners 

• Serve as primary point of contact for partnership discussions and negotiations 

• Develop trusted advisor relationships with partner executives and decision-makers 

• Manage partner communications, regular business reviews, and relationship health assessments 

• Resolve partner conflicts and challenges to maintain productive working relationships 

Partner Enablement & Training 

• Design and implement comprehensive partner onboarding programs 

• Develop training materials and programs to educate partners on our product portfolio 

• Train partners on solution positioning, competitive advantages, and ideal customer profiles 

• Create partner enablement resources including sales tools, technical documentation, and marketing materials 

• Establish certification programs to ensure partner competency and success 

Sales Collaboration & Support 

• Collaborate closely with partners on joint sales proposals and customer engagements 

• Support partner-driven sales opportunities through technical expertise and solution guidance 

• Work with internal sales teams to identify opportunities for partner involvement 

• Develop joint go-to-market strategies with key partners 

• Facilitate partner introductions and relationship building with prospects and customers 

Marketing & Messaging 

• Create compelling partner messaging and value propositions for different partner types 

• Develop partner-focused marketing campaigns and outreach activities 

• Collaborate with marketing team on co-marketing initiatives and joint promotional activities 

• Create case studies and success stories highlighting successful partner collaborations 

• Represent the company at industry events and partner conferences 

Analytics & Performance Management 

• Implement analytics and reporting systems to track partnership performance and ROI 

• Monitor key partnership metrics including pipeline generation, revenue attribution, and partner satisfaction 

• Use data insights to optimize partnership strategies and identify improvement opportunities 

• Provide regular reporting on partnership program performance to executive leadership 

Requirements

Industry Experience 

• Warehouse automation industry experience required - minimum 5 years in partnerships, sales, or business development roles 

• Deep understanding of warehouse automation technologies, including robotics, WMS, WCS, and material handling systems