Physical AI Ecosystem & Channel Enablement Manager - China

At Robotiq, we free human hands from repetitive tasks. Guided by our Lean Robotics methodology, we develop collaborative robot solutions and components that are easy to deploy, empowering factory teams to boost productivity and adapt quickly. But it’s not just what we build; it’s how we work.

At Robotiq, we CARE for people, putting respect, honesty, and accountability at the heart of everything we do. We INNOVATE with purpose, sharing knowledge and creating meaningful solutions that make a real difference. And we are ONE team, collaborating across roles and regions to help each other and our customers succeed.

We help manufacturers and robotics innovators deploy automation faster. As Physical AI accelerates the convergence of robotics, AI, simulation, and autonomous learning, robotic manipulation is becoming a critical part of how intelligent systems interact with the real world. Robotiq’s end-of-arm tooling and manipulation solutions are already trusted by some of the world’s most advanced robotics teams, researchers, and innovators. We are expanding our presence within the Physical AI ecosystem and looking for someone who can help strengthen our influence, relevance, and commercial impact across this fast-evolving market.

ROLE OVERVIEW :

The Physical AI Ecosystem & Channel Enablement Manager - China is responsible for developing Robotiq’s presence and business within the emerging Physical AI ecosystem across the China region. This role focuses on model builders, humanoid robotics companies, robotics research institutions, universities, advanced robotics startups, robot OEMs, and companies involved in robot learning, manipulation, sensing, data collection, and embodied AI deployment.

In China, the role also has a critical channel-enablement responsibility. Robotiq has a broad reseller network across the country, and this person will help resellers identify, qualify, develop, and support Physical AI opportunities with stronger technical and commercial credibility. 

The objective is to build trusted relationships with the organizations shaping the future of intelligent robotics, understand their technical and innovation environments, and help position Robotiq as a valuable partner in robotic manipulation and real-world interaction. It is a strategic ecosystem development role focused on creating technical demand, enabling the channel, supporting high-potential accounts, gathering market intelligence, and positioning Robotiq as a trusted partner for robotic manipulation and real-world AI deployment.

WHAT SUCCESS LOOKS LIKE :

1. Increased Robotiq visibility, credibility, and revenue within the Physical AI ecosystem in China
2. Stronger reseller ability to identify, qualify, demo, and support Physical AI opportunities.
3. Strategic relationships with model builders, humanoid robotics companies, research labs, robot OEMs, and ecosystem influencers.
4. Creation and advancement of qualified opportunities through both reseller-led execution and direct strategic influence.
5. Adoption of Robotiq components in manipulation research, data collection, humanoid development, model evaluation, and deployment environments.
6. Clear market intelligence on customer needs, competitors, pricing pressure, product gaps, and technology trends.
7. Effective collaboration with Robotiq resellers, sales, marketing, applications, product management, and leadership teams.
8. Strong CRM discipline, opportunity documentation, account prioritization, and forecast visibility.
   

MEANINGFUL RESPONSIBILITIES  :

• Develop and execute Robotiq’s Physical AI ecosystem strategy for China.
• Map, segment, and prioritize China’s model builders, humanoid robotics companies, research labs, universities, robot OEMs, AI robotics startups, and advanced integrators.
• Work with Robotiq’s Chinese reseller network to create a scalable go-to-market approach for Physical AI opportunities.
• Enable resellers with technical positioning, demo guidance, account targeting, qualification questions, competitive messaging, and escalation processes.
• Support resellers in strategic account development while maintaining clear channel alignment.
• Build direct trusted relationships with selected high-influence accounts where Robotiq’s technical credibility and strategic positioning are critical.
• Engage technical and business stakeholders through consultative, value-driven conversations.
• Understand customer development environments and identify how Robotiq solutions can support manipulation, sensing, data collection, experimentation, benchmarking, flexibility, and deployment.
• Identify design-in opportunities where Robotiq components can become part of model-builder platforms, humanoid development kits, robotics labs, demo cells, or deployment architectures.
• Provide advanced technical-commercial support for Physical AI opportunities in collaboration with Robotiq applications and product teams.
• Organize and support reseller-led workshops, demos, technical sessions, customer visits, and ecosystem events.
• Maintain strong CRM discipline, opportunity documentation, reseller activity tracking, account plans, and forecast visibility.
• Share market insights, customer feedback, competitive intelligence, product feedback, and ecosystem signals with internal teams.
  

DESIRED PROFILE:

• Strategic and curious ecosystem builder who enjoys developing new markets and relationships.
• Strong understanding of China’s robotics, humanoid, AI, research, and automation ecosystem.
• Comfortable engaging highly technical teams while maintaining strong commercial judgment.
• Able to work through a reseller network without losing direct influence with strategic accounts.
• Strong technical-commercial profile with the ability to discuss robotics, manipulation, sensing, data collection, integration, and deployment environments.
• Able to build credibility with researchers, developers, engineers, founders, product leaders, and reseller technical teams.
• Strong hunter mindset with the ability to create opportunities in an emerging and ambiguous market.
• Able to create structure, playbooks, and repeatable approaches for resellers and internal teams.
• Organized and disciplined in execution, follow-up, CRM management, and internal communication.
• Collaborative across resellers, sales, applications, product, marketing, and leadership teams.
  

EXPERIENCE AND EDUCATION REQUIRED :

• Bachelor’s degree in Engineering, Robotics, Computer Science, Business, or a related field
  • MBA, MSc, or PhD is considered an asset
• 5+ years in business development, strategic sales, ecosystem development, technical sales, application engineering, channel enablement, or robotics market development.
• Experience within robotics, AI, automation, humanoid robotics, industrial components, developer platforms, or advanced technology environments.
• Strong familiarity with the Chinese robotics ecosystem, including robot OEMs, integrators, resellers, research labs, universities, startups, and emerging Physical AI or humanoid companies.
• Experience working with or through channel partners, distributors, resellers, or system integrators.
• Proven ability to engage technical stakeholders and navigate consultative, multi-stakeholder sales cycles.
• Exposure to robotic manipulation, grippers, sensing, robot arms, ROS/developer tools, simulation, automation, or AI-related technologies is strongly preferred.
• Experience managing pipelines, forecasts, CRM processes, account plans, and opportunity documentation.
• Strong written and verbal communication skills, including the ability to explain technical concepts clearly to both technical and commercial audiences.
  

ADDITIONAL EXPECTATIONS :

• Willingness to travel across China for reseller support, customer engagement, events, workshops, and strategic business development activities.
• Ability to operate effectively across time zones and within a global organization
• High level of autonomy, ownership, accountability, and practical execution.
• Strong communication skills in English and Mandarin; additional languages are an asset
• Experience with international companies or Western technology suppliers operating in China is an asset.
  

WHY JOINING FORCES WITH THE ROBOTIQ TEAM?

Robotiq shines with its human-centered culture, transparent communications, the sharing of information and expertise as well as the strong spirit of collaboration that is felt throughout the company!

What sets Robotiq apart even more :

• A noble and inspiring mission: to free human hands from repetitive tasks;
• Stimulating challenges within a high-tech organization;
• Corporate philosophy based on collaboration and transparency of communications;
• Flexible working hours and Holidays (according to local regulations), both for vacations and time management, for a true work/life balance;
• Management based on autonomy and both collective and individual objectives;
• Challenges of robotics, innovation, and international growth.

If you’re excited about building smarter, people-first automation, we’d love to meet you!