Senior Manager Partnership and Alliances

Senior Manager Partnership and Alliances

Job Code: 10120

London

1 position

Required Experience

7 to 10 Years

Skills

Job Description

Senior Partner Manager (UK)

Domain: Warehouse Automation Software ( WES, AMR Orchestration, SaaS Platforms)

About GreyOrange

GreyOrange is a global leader in AI-driven robotic automation software and hardware, transforming distribution and fulfillment centers worldwide. Our solutions increase productivity, empower growth and scale, mitigate labor challenges, reduce risk and time to market, and create better experiences for customers and employees. Founded in 2012, GreyOrange is headquartered in Atlanta, Georgia, with offices and partners across the Americas, Europe and Asia. For more information, visit www.greyorange.com .

Our Solutions

The GreyMatter Multiagent Orchestration (MAO) platform provides vendor agnostic fulfillment orchestration to continuously optimize performance in real time: the right order, with the right bot and agent, taking the right path and action. Currently operating more than 70 fulfillment sites across the globe (with deployments of 700+ robots at a single site), GreyMatter enables customers to decrease their fulfillment Cost Per Unit by 50%, reduce worker onboarding time by 90% and optimize peak season performance. In retail stores, our gStore end to end store execution and retail management solution supports omnichannel fulfillment, real time replenishment, intelligent workforce tasking and more. Using real time overhead RFID technology, the platform increases inventory accuracy up to 99%, doubles staff productivity, and enables an engaging, seamless in store experience.

Role Overview

We are seeking a Senior Partner Manager to design, operationalize, and scale a high-impact partner ecosystem for our warehouse automation software platform. This role will lead the strategy and execution of our software-first partner program, driving revenue through system integrators, technology partners and consulting firms,

You will be responsible for building a repeatable, scalable channel motion that accelerates adoption of our warehouse execution, orchestration, and analytics software suite across North America.

Key Responsibilities

• Architect and scale a multi-tier partner program focused on software resale, referral, and co-sell motions
• Define short- and long-term channel strategy, revenue targets, and ecosystem coverage across industries (3PL, retail, manufacturing, e-commerce)
• Establish partner segmentation (SI, ISV, OEM, consulting partners) and define clear value propositions and routes to market

Partner Acquisition & Enablement

• Identify, recruit, onboard, and enable high-value channel partners capable of selling and implementing warehouse automation software solutions
• Develop partner onboarding frameworks including technical certification, sales enablement, and solution positioning
• Ensure partners are equipped to position our WES, robotics orchestration, and analytics software as a core part of their digital supply chain offerings

Joint Business Planning & Revenue Execution

• Lead joint business planning with strategic partners, defining pipeline targets, GTM activities, and revenue goals
• Drive pipeline creation, deal progression, and bookings through co-selling and partner-led opportunities
• Implement partner incentives, margin structures, and performance frameworks aligned to ARR growth

Market Expansion & Ecosystem Development

• Conduct ongoing market and competitive analysis to identify new partnership opportunities across logistics technology and warehouse automation ecosystems
• Build strategic alliances with complementary software providers (robotics OEMs TMS, analytics platforms,)

Partner Marketing & Demand Generation

• Collaborate with Marketing to execute co-branded campaigns, events, and thought leadership initiatives
• Drive partner-sourced pipeline through joint messaging, content syndication, and industry events
• Lead complex partner commercial negotiations, including SaaS licensing, revenue share models, and implementation agreements
• Act as liaison to Finance, Legal, and Contracts teams to ensure scalable partner commercial frameworks

Cross-Functional Leadership

• Collaborate closely with Sales, Product, Customer Success, and Support teams to ensure partner success and customer outcomes
• Manage channel conflict proactively and ensure clear rules of engagement between direct and indirect sales motions

Performance Management & Optimization

• Track and optimize partner performance using data-driven KPIs including pipeline, ARR, deal velocity, and partner productivity
• Continuously refine partner program structure to maximize revenue contribution and partner engagement

Required Qualifications

• 7+ years of quota-carrying experience in enterprise SaaS, supply chain software, robotics software, or warehouse automation technology
• 5+ years in channel, alliances, or partner management roles, with demonstrated success scaling partner-driven revenue
• Proven track record of building and leading channel partner programs that meet or exceed revenue targets
• Strong understanding of warehouse operations, logistics software (WMS/WES), and automation ecosystems
• Experience working with system integrators, consulting firms, and enterprise technology partners
• Strong commercial acumen with experience structuring SaaS partner agreements and revenue models
• Ability to engage and influence technical and executive stakeholders
• Data-driven mindset with the ability to prioritize high-impact partners and revenue opportunities
• Demonstrated ability to work cross-functionally and align sales, product, and partner strategies
• Excellent communication and executive presentation skills

Preferred Qualifications

• Experience in warehouse automation software, robotics orchestration platforms, or supply chain SaaS
• Familiarity with AMR ecosystems, fulfillment automation, or Industry 4.0 solutions
• Background working with 3PLs, retailers, manufacturers, or e-commerce fulfillment networks

Travel

Willingness to travel up to 30% across North America to support partner engagements, customer meetings, and industry events.

Equal Opportunity Employer Statement:

GreyOrange is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

Full Time

About Company

GreyOrange is on a mission to build the world's first fully automated flexible warehouse. People at GreyOrange are a team of passionate innovators who with their unparalleled expertise in automation, have revolutionised robotics innovations in supply chain, globally. They are innovating constantly, solving problems and working together to build and deliver the greatest AI-powered robotic solutions. Together, we are redefining the global supply chain and we're almost there.