Partnerships Manager / Director
Redwood City
General and Administration – People Operations /
FT /
On-site
About Dexterity
At Dexterity, we believe robots can positively transform the world. Our breakthrough technology frees people to do the creative, inspiring, problem-solving jobs that humans do best by enabling robots to handle repetitive and physically difficult work.
We’re starting with warehouse automation, where the need for smarter, more resilient supply chains impacts millions of lives and businesses worldwide. Dexterity's full-stack robotics systems pick, move, pack, and collaborate with human-like skill, awareness, and learning capabilities. Our systems are software-driven and hardware-agnostic and have already picked over 15 million goods in production. And did we mention we’re customer-obsessed? Every decision, large and small, is driven by one question – how can we empower our customers with robots to do more than they thought was possible?
Dexterity is one of the fastest-growing companies in robotics, backed by world-class investors such as Kleiner Perkins, Lightspeed Venture Partners, and Obvious Ventures. We’re a diverse and multidisciplinary team with a culture built on passion, trust, and dedication. Come join Dexterity and help make intelligent robots a reality!
About the Job:
Are you a results-driven leader passionate about technology and business strategy? Dexterity is seeking a Global Manager /Director to develop, manage and grow strategic partnerships that drive incremental customers, revenue, product capabilities, and customer value in the market. As the leader dedicated to partnerships, you will build and execute the strategy for growing Dexterity’s partner ecosystem. You will develop a robust understanding of our product and work cross-functionally to build offerings that meet the needs of our customers.
With a high level of strategic thinking, creativity and leadership skills, you will identify and drive our top initiatives while working cross-functionally with our Product, Engineering, Sales, Marketing and Legal teams. You should be passionate and thrive while growing a business through the development of a robust partner ecosystem. These relationships may include technical integration partners, service delivery partners, development partners, commercial (GTM) partners, vendors, and other similar organizations.
To continue our explosive growth our go to market strategy must also include the ability to drive revenue to accelerate market penetration and ensure customer retention. This is a hands-on role working with our existing and new partners, ensuring that client satisfaction, revenue growth, partner engagement, technical fit and support of the partners are reaching the desired metrics.
Responsibilities
- Develop and implement the strategic vision and plan for development and solution partnerships, and resellers
- Develop a Global Partner ecosystem strategy and roadmap, developing and implementing partnership agreements:
- Identify and qualify companies whose value propositions will be enhanced by working in partnership with Brightly to develop a technology enabled partner ecosystem.
- Creatively design compelling partnership strategies and business cases to attract key partners.
- Develop business models and financial arrangements that are accretive to Brightly, its partners and customers.
- Collaborate with cross-functional internal stakeholders including cybersecurity, data privacy, procurement, sales, legal, marketing and product teams
- Advocate for the partners within the Dexterity organization and develop internal awareness communication plans
- Build partnership frameworks for Channel, Service and Technology Partners
- Work with the Business Development Managers to develop account management plans for each of Dexterity’s partners
- Develop partner engagement initiatives; forecast for strategic changes; and establish a repeatable process of defining success and growth metrics
- Organize events to attract new partnership opportunities; grow partner’s activation levels through co-marketing and public relation opportunities
- Lead strategic work streams and infuse partner feedback into the product development lifecycle
- Analyze trends and pilot program learnings, develop proven strategic go-to-market plans, and collaborate on the preparation and delivery of strategic partner presentations
- Proactively supervise and communicate partner usage, adoption and performance metrics, working to identify potential solutions for improvement; conduct periodic strategic business and operations reviews with partners.
Key Attributes
- Must be familiar with Microsoft office
- Must have good communication and writing skills and must enjoy and thrive in relations building
- Must have a good number of contacts and references that he/she can leverage to get things done
- Must have prior experience with managing partner ecosystem
- Must have working experience in automation of parcel handling in a typical warehouse and/or airport baggage handling
- Minimum of 10 to 12 years of industry experience is preferred
- Must be willing and able to travel 20 to 25% Domestic and some international.
- Must have bachelor’s degree in engineering, MS or an MBA is preferred
$175,000 - $220,000 a year
Our Total Rewards philosophy is designed to recognize contributions toward meaningful innovation. Base pay is one component of a broader compensation package that may include equity grants, benefits, and other incentives, depending on role and eligibility.
For this position, the expected base salary range is $175,000 to $220,000 annually. Actual compensation will be determined based on skills, experience, education, and market factors, and may vary accordingly.
Final compensation decisions are made individually and take a number of factors into consideration. Eligible employees may be considered for equity awards as part of their overall compensation. Access to benefits and wellness resources is provided in accordance with company policies and may vary based on role and location.
Equal Opportunity Employer
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
