Business Development Manager, Consulting Partnerships

Locus Robotics, a leader in warehouse automation solutions, delivers more than just robots. Our advanced systems increase productivity, order accuracy, and safety while seamlessly integrating into warehouse operations. We empower businesses to scale effortlessly with flexible solutions that adapt to changing needs. Locus Robotics focuses on building lasting partnerships to drive operational success and innovation.

We are looking for an experienced Business Development Manager, Consulting Partnerships to join our team and drive further market success across Europe. This role will concentrate on indirect sales by managing and expanding relationships with a network of logistics consultants. You will oversee the complete sales cycle, ensuring that consultants have the knowledge and resources to confidently recommend our solutions to their clients. This position involves close collaboration with consultants and their customers, gaining insight into their needs, showcasing our value proposition, and providing technical expertise on Locus Robotics’ product capabilities during discovery sessions, roadmap planning, and onsite visits.

Responsibilities

• Develop Consultant Relationships: Build, recruit, and manage a network of consultants to drive sales. Provide training and support to ensure consultants can effectively recommend our solutions.
• Sales Cycle Management: Oversee the full sales cycle through consultants, from initial engagement to closing deals, ensuring consistent performance against quarterly quotas.
• Pipeline Development: Maintain and grow a robust pipeline of opportunities across market segments, leveraging consultant relationships to expand our reach. Work collaboratively with the consulting partner’s marketing teams, in coordination with the Locus Partner Marketing team.
• Present Value Proposition: Communicate Locus Robotics’ value proposition to consultants and European prospects, focusing on ROI and solution benefits.
• Customer Insights: Act as the voice of the customer within the Locus organization by channeling feedback, market insights, and feature requests from consultants to internal teams.
• Data Analysis & Technical Support: Perform data analysis, provide technical support during discovery calls, and facilitate demonstrations and site visits for prospects.
• Collaborate on Growth Plans: Work with consultants and internal teams to define customer requirements, deliver system designs, and create ROI-based proposals.
• Represent Locus: Attend trade shows and participate in customer visits, showcasing our solutions and building relationships with industry stakeholders.

Qualifications

• Bachelor’s Degree in Business, Engineering, Logistics, or related field.
• 5+ years of experience in consultative sales, solutions engineering, business development, or channel management/strategic partnerships within warehouse automation or logistics sectors.
• Strong understanding of warehouse automation solutions, material handling automation, the warehouse robotics market, and familiarity with WMS and logistics software.
• Proven track record of managing indirect sales channels (e.g., consultants) and delivering against quotas.
• Demonstrated experience in building ROI-based proposals and presenting technical solutions to diverse stakeholders.
• Excellent oral and written communication and presentation skills in English and German (additional European languages are a plus).
• Ability to work in a fast-paced, team-oriented environment.
• Knowledge of Salesforce, FlexSim, CAD software, SQL, PowerBI, or similar tools is a plus.
• This role may involve 30% travel within Europe

Additional Information:

• Locus Robotics is an Equal Opportunity Employer.