[Hiring] Physical AI Ecosystem & Channel Enablement Manager @Robotiq

Role Description

The Physical AI Ecosystem & Channel Enablement Manager - China is responsible for developing Robotiq’s presence and business within the emerging Physical AI ecosystem across the China region. This role focuses on:

• Model builders
• Humanoid robotics companies
• Robotics research institutions
• Universities
• Advanced robotics startups
• Robot OEMs
• Companies involved in robot learning, manipulation, sensing, data collection, and embodied AI deployment

In China, the role also has a critical channel-enablement responsibility, helping resellers identify, qualify, develop, and support Physical AI opportunities with stronger technical and commercial credibility.

What Success Looks Like

• Increased Robotiq visibility, credibility, and revenue within the Physical AI ecosystem in China
• Stronger reseller ability to identify, qualify, demo, and support Physical AI opportunities
• Strategic relationships with model builders, humanoid robotics companies, research labs, robot OEMs, and ecosystem influencers
• Creation and advancement of qualified opportunities through both reseller-led execution and direct strategic influence
• Adoption of Robotiq components in manipulation research, data collection, humanoid development, model evaluation, and deployment environments
• Clear market intelligence on customer needs, competitors, pricing pressure, product gaps, and technology trends
• Effective collaboration with Robotiq resellers, sales, marketing, applications, product management, and leadership teams
• Strong CRM discipline, opportunity documentation, account prioritization, and forecast visibility

Meaningful Responsibilities

• Develop and execute Robotiq’s Physical AI ecosystem strategy for China
• Map, segment, and prioritize China’s model builders, humanoid robotics companies, research labs, universities, robot OEMs, AI robotics startups, and advanced integrators
• Work with Robotiq’s Chinese reseller network to create a scalable go-to-market approach for Physical AI opportunities
• Enable resellers with technical positioning, demo guidance, account targeting, qualification questions, competitive messaging, and escalation processes
• Support resellers in strategic account development while maintaining clear channel alignment
• Build direct trusted relationships with selected high-influence accounts
• Engage technical and business stakeholders through consultative, value-driven conversations
• Understand customer development environments and identify how Robotiq solutions can support manipulation, sensing, data collection, experimentation, benchmarking, flexibility, and deployment
• Identify design-in opportunities where Robotiq components can become part of model-builder platforms, humanoid development kits, robotics labs, demo cells, or deployment architectures
• Provide advanced technical-commercial support for Physical AI opportunities in collaboration with Robotiq applications and product teams
• Organize and support reseller-led workshops, demos, technical sessions, customer visits, and ecosystem events
• Maintain strong CRM discipline, opportunity documentation, reseller activity tracking, account plans, and forecast visibility
• Share market insights, customer feedback, competitive intelligence, product feedback, and ecosystem signals with internal teams

Qualifications

• Bachelor’s degree in Engineering, Robotics, Computer Science, Business, or a related field
• MBA, MSc, or PhD is considered an asset
• Strategic and curious ecosystem builder who enjoys developing new markets and relationships
• Strong understanding of China’s robotics, humanoid, AI, research, and automation ecosystem
• Comfortable engaging highly technical teams while maintaining strong commercial judgment
• Able to work through a reseller network without losing direct influence with strategic accounts
• Strong technical-commercial profile with the ability to discuss robotics, manipulation, sensing, data collection, integration, and deployment environments
• Able to build credibility with researchers, developers, engineers, founders, product leaders, and reseller technical teams
• Strong hunter mindset with the ability to create opportunities in an emerging and ambiguous market
• Able to create structure, playbooks, and repeatable approaches for resellers and internal teams
• Organized and disciplined in execution, follow-up, CRM management, and internal communication
• Collaborative across resellers, sales, applications, product, marketing, and leadership teams

Experience Required

• 4+ years in business development, strategic sales, or ecosystem development within robotics, AI, automation, developer platforms, or advanced technology environments
• Experience working with innovation-driven organizations such as AI labs, robotics companies, research institutions, universities, or advanced technology startups
• Exposure to robotics, manipulation, sensing, simulation, automation, developer tools, or AI-related technologies is strongly preferred
• Proven ability to engage technical stakeholders and navigate consultative sales cycles
• Experience managing pipelines, forecasts, and CRM processes
• Familiarity with the Physical AI, robotics, or humanoid robotics ecosystem in China is a strong asset

Additional Expectations

• Willingness to travel across China for customer engagement, events, and strategic business development activities
• Ability to operate effectively across time zones and within a global organization
• High level of autonomy, ownership, and accountability
• Strong communication skills in English; additional languages are an asset

Benefits

• A noble and inspiring mission: to free human hands from repetitive tasks
• Stimulating challenges within a high-tech organization
• Corporate philosophy based on collaboration and transparency of communications
• Flexible working hours and Holidays (according to local regulations), both for vacations and time management, for a true work/life balance
• Management based on autonomy and both collective and individual objectives
• Challenges of robotics, innovation, and international growth