Head of Alliances, EMEA & APAC

Locus Robotics is transforming how the world’s leading brands run their warehouses, using AI and advanced robotics to move faster, smarter, and more efficiently than ever before. Our LocusONE platform powers autonomous mobile robots that integrate seamlessly into existing operations, helping teams scale quickly, reduce costs, and keep up with growing demand. Trusted by more than 150 leading retail, healthcare, 3PL, and industrial organizations across 350+ sites worldwide, we deliver real, measurable impact every day. Our Robots-as-a-Service model removes barriers to adoption and drives continuous innovation, giving customers the flexibility to adapt as their operations evolve. At Locus, you are working on technology that is actively reshaping supply chains and solving complex, real-world challenges at scale. We're looking for a strategic partnerships leader to shape how Locus works with consultants, system integrators, and technology partners across EMEA and APAC. As Head of Alliances, you'll design and execute our partnership strategy — building the frameworks, operating models, and commercial rhythms that drive measurable pipeline and long-term growth. You'll lead a small team, work closely with Sales, Marketing, and Product, and play a key role in scaling our partner ecosystem as our platform and product portfolio continue to expand. If you're energized by building partnerships programs rather than just managing them, this is your opportunity. This role is based in Europe (Germany or Netherlands preferred) and is remote-friendly within EMEA time zones. Regular travel across EMEA (~25–30%) and occasional travel to APAC is required. A valid passport and driver's license are required. Responsibilities Own the partnership strategy for EMEA & APAC — including operating model design, partner segmentation, prioritization, and commercial outcomes. Build and scale the consultant engagement motion: develop influence strategies, proof points, training programs, and tools; establish sourced and influenced pipeline tracking. Build and scale the system integrator motion: lead target-partner selection, joint solution development, implementation coordination, and structured partner account planning. Design the analytics, reporting, and operating cadence that connect partnership activity to pipeline and revenue contribution. Lead and develop a partner manager, deploying them effectively across relationship management, field coordination, and execution tasks. Manage secondary partner motions — including co-sell, resell, field alignment, and account mapping — at appropriate priority. Collaborate cross-functionally with Sales, Marketing, Customer Success, and Product to ensure partner GTM motions are aligned with regional strategy and product roadmap. Deliver regular, data-driven reporting on partnership health, pipeline influence, and commercial outcomes to senior stakeholders. Qualifications Bachelor's degree in Business Administration, Engineering, Supply Chain, or related field. 8+ years of experience in strategic partnerships, alliances, channel development, or business development in B2B technology, logistics/supply chain, or industrial automation. 3+ years of experience in warehouse automation, intralogistics, material handling, or adjacent industrial technology. Proven track record of building partnership programs. Strong understanding of consultant and system integrator engagement models, and how they differ from traditional reseller or co-sell motions. Ability to design operating cadences, partner scorecards, and pipeline attribution frameworks. Experience managing and developing a small team while remaining hands-on in strategic partner conversations. Strong commercial acumen and ability to connect partnership activity to pipeline, revenue, and deal velocity. Willingness to travel ~25–30% across EMEA, with occasional trips to APAC. Native or C-level German and proficient English communication skills, both written and verbal, with th