Ecosystem Success Manager

4 weeks ago

Shanghai, Shanghai, China Teradyne Full time


• Represents the UR Brand, Vision, and Values at all times


• Manages commercial relationships with all active and prospective UR+ partners.


• Develops and implements China local l Ecosystem strategy together with China Regional President and key personnel to ensure China region and global objectives are fulfilled.


• Establish and maintain appropriate portfolio of partners to serve regional and global objectives.


• Works closely with global segment managers and the product management team to identify, prioritize and recommend UR+ partners and products to fill technology and application gaps in the UR product line.


• Supports the global UR+ team by sharing best practices, strategies and results from the local markets.


• Establishes positive working relationships with new UR+ partners.


• Assists and consults to UR+ partners on commercial strategies to succeed in the UR ecosystem, including go-to-market, channel and pricing strategies.


• Works closely with global segment managers and the product management team to identify, prioritize and recommend UR+ partners and products to fill technology and application gaps in the UR product line.


• Create direct impact to support China sales team reach order intake target


• Conducts regular business reviews, annual planning and forecasting with all Strategic UR+ partners.


• Locally manages the process to qualify new UR+ partner products and partners, from concept to validation, documentation, and market launch consistent with global standards.


• Coordinates UR+ engineering resources and support from global engineering resources.


• Marketing - Supports UR+ partners in engaging with UR marketing to maximize MQL's and overall market presence for UR+ products. Support should encompass all aspects of marketing: PR, trade shows, web, SoMe, etc. Coordinates with local and global marketing on launch of new UR+ products.


• Sales Enablement - Educates the UR sales team on the availability, application and benefits of UR+ products. Facilitates relationships between UR+ partners and the UR channel.


• Manages the qualification and sale of demo robots to UR+ partners. Assists UR+ partners in upgrading their demo robots to latest models.


• Provides regular reports and metrics to Senior Management and the global UR+ team on KPI's, pipeline, status, schedules, opportunities and challenges.


• Maintains timely and accurate project pipeline in salesforce


• Order Intake driven by or associated with strategic UR+ partners(i.e. local welding, local vision)


• Increases lead generation from UR+ showroom and partners in support of global and local marketing objectives


• Conducts and documents regular business reviews with key UR+ Partners


• Facilitates the development and launch of products covering key target applications


• Demonstrates ability and willingness to work towards common goals and support "One UR", including navigating appropriately in a rapidly changing environment/priority


• Participates well in internal and external relations and can act as an ambassador for Universal Robots


• Takes responsibility for and delivers optimal and satisfactory solutions for internal and external customers based-on professionalism and specialist knowledge


• Travel approximately 70 day s per year, local and international


• Strong written and verbal communication skills


• Strong understanding of the distribution business and working with systems integrators, end-users, and developers


• Strong in building long term relationships


• Documented practical experience within automation and robot programming.


• Experience with technical training and customer visits.


• English language (oral and written), Mandarin required. Additional language skills in Japanese, Korean a plus . Good communication skills, ability to transfer knowledge and a good understanding of cross-cultural differences


• Bachelor's degree or higher in Mechanical/Industrial Engineering or related subject


• MBA or commercial education preferred


• Demonstrates life-long learning


• 5-10 years' experience in factory automation, product development or manufacturing engineering.


• Direct experience in industrial sales. Distribution / channel experience a plus.


• Strong understanding of the value proposition by the end-users


• Experience in selling components as part of larger projects would be an advantage


• Strong understanding of the distribution business and working with systems integrators, end-users, and developers


• Ability to manage diverse commercial relationships with multiple tiered stakeholders.


• Ability to work in a global, matrixed organization.


• Proven ability to multi-task and adhere to tight deadlines in a fast paced, collaborative environment.


• Excellent project management and organizational skills with a keen attention to detail.


• Powerful communicator, able to connect at the engineering, operations and executive levels.


• Previous experience with Salesforce a major plus.


• Outgoing, service-minded and ability to commit at different organizational levels and in different correlations


• Effective in working in fast-paced, flexible, variable demand environments requiring adaptability of schedule and travel


• Approachable and prides in providing a high standard of service and support to customers and partners


• Enjoys interaction with customers


• Ability to analyze problems in a logical manner


• Highly organized with the ability to manage multiple projects/ tasks simultaneously and effectively prioritize projects and tasks


• Self-starter who is resourceful and initiates work without specific instruction


• Flexible and works professionally


• Strong emphasis on integrity in all actions and decisions

Current openings may involve access to export controlled technology and may be subject to export licensing requirements prior to employment. ATTENTION APPLICANTS WITH DISABILITIES: If you're unable to access our on-line application due to a disability you may visit one of our locations or our Corporate Office at 600 Riverpark Drive, North Reading, MA and request a paper application form. In addition, you may also contact the HR Service Center at or contact them at for additional assistance. LitePoint, a Teradyne Company is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, age, disability status, protected veteran status, or any other characteristic protected by law. We are a VEVRAA Federal Contractor.


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