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Job Overview
Location
Santa Clara
Job Type
Full-time
Category
Sales
Date Posted
April 3, 2026
Full Job Description
đź“‹ Description
- • As Director of Strategic Partnerships at Cobot GmbH, you will architect and scale the company’s external partnership ecosystem across robotics, AI infrastructure, and go-to-market channels, directly influencing product velocity, technical differentiation, and deployment acceleration by defining who we partner with, why it matters, and how those relationships create structural advantage.
- • You will operate at the intersection of product, engineering, business development, sales, and executive strategy, reporting directly to company leadership to shape alliance strategy, negotiate high-impact deals, and ensure partnerships align with roadmap priorities while enabling joint development, co-selling, and multi-vendor customer deployments.
- • Cobot is building a future where robots are trusted extensions of human environments—working, adapting, and reacting around people rather than the reverse—and your role will be central to realizing this vision through a tightly orchestrated ecosystem of hardware, software, research, infrastructure, and deployment partners.
- • You will define and lead Cobot’s global alliances strategy by developing partnership theses, value exchange models, and prioritization frameworks that align with product and GTM strategy, continuously evaluating emerging technologies to determine where partnerships create advantage versus where to build in-house.
- • You will source, structure, negotiate, and close strategic alliances end-to-end across robotics, AI infrastructure, and deployment ecosystems, designing models for technical integrations, joint development, co-selling, channel, and strategic distribution while navigating complex multi-party relationships with engineering, legal, procurement, and executive stakeholders.
- • You will partner closely with product and engineering leadership to translate technical capabilities and constraints into partnership structures that accelerate learning, deployment, and ecosystem adoption, and enable joint development, integrations, pilots, and proofs of concept that strengthen Cobot’s technical differentiation.
- • You will collaborate with Sales and GTM leadership to design partner-driven distribution and deployment strategies, enabling co-selling motions, joint value propositions, and sales enablement while tracking partner-sourced and partner-influenced revenue, deployments, and strategic outcomes.
- • You will represent Cobot externally with senior leaders across robotics, AI, industrial, defense, logistics, and government-adjacent ecosystems, supporting leadership in high-stakes discussions, strategic planning, and board-level narratives, and serving as a trusted internal advisor on ecosystem strategy, competitive positioning, and build-vs-partner decisions.
- • You will define success metrics, operating cadence, and internal processes for alliances while building repeatable playbooks for sourcing, evaluating, launching, and managing partnerships, and hire and lead a high-caliber partnerships team as the ecosystem grows, establishing a culture of rigor, clarity, and accountability.
🎯 Requirements
- • 10–15+ years of experience in alliances, strategic partnerships, or business development roles
- • Proven track record of building formal partner programs or ecosystems from scratch
- • Experience working closely with engineering and product teams on technically complex initiatives
- • Exceptional strategic thinking paired with hands-on execution ability
- • Sophisticated negotiation skills across commercial, technical, and strategic dimensions
- • Ability to operate cross-functionally and influence without authority in fast-moving organizations
🏖️ Benefits
- • Annual base salary range of $214,000 - $250,000 plus equity
- • Comprehensive benefits including medical, dental, and vision plans
- • 401(k) retirement plan
- • Unlimited paid vacation time
- • Paid sick leave and parental leave
Skills & Technologies
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About Cobot GmbH
Cobot GmbH provides coworking-space management software that handles desk booking, membership billing, door access control, and community features. The cloud platform integrates with payment gateways, hardware locks, and accounting tools, allowing operators to manage locations remotely. Founded in 2010 in Berlin, the company serves coworking spaces, incubators, and flexible offices worldwide, offering white-label member portals, analytics dashboards, and API access for custom integrations.
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