Job Description
Senior Director, Business Development – Physical AI, Robotics & Drones (Europe & APAC)
Role overview
- Senior executive who owns business development for Physical AI, Robotics and Drones/UAS across Europe and Asia-Pacific
- Based at a Europe or APAC hub, with about 40–50% travel
Key responsibilities
- Set the regional BD strategy and account plan for Robotics and Drones in Europe and APAC, aligned with the central segment share-gain strategy
- Personally own the largest strategic accounts: robot and drone OEMs, humanoid and AMR makers, robot controller and management-platform vendors, and commercial and defense-adjacent drone makers
- Negotiate multi-year, multi-million-dollar deals: custom, NRE and strategic-supply agreements, and pricing below list through the deal desk
- Run design-win pursuits from first executive meeting to design-in, bringing in Solution Architects for the technical sell and requesting PoCs through the PoC intake process
- Build executive relationships at the CTO, VP Engineering and procurement level with regional OEMs, Tier-1s, system integrators and distributors
- Build the regional partner network: autonomy stacks, flight controllers, sensors (vision, LiDAR, radar), motor control, and board and module partners
- Lead NDA roadmap briefings with PLM to win designs before silicon ships
- Report regional market intelligence (competitor chip and GPU designs, policy, funding, standards) to the segment owners and Portfolio Planning, with requirements quantified in dollars
- Own the regional pipeline and forecast, with every number reconciled to the single source of truth before leadership reviews
- Represent Altera as its senior voice at key regional events and industry groups
- Work with regional Sales and Field Marketing to keep roles clear: BD shapes the deal before commitment, Sales books it, and Field Marketing runs demand programs
Success measures
- Design-win value and count in Europe and APAC for Robotics and Drones
- Qualified pipeline and revenue growth against plan
- Share gain in target sockets and accounts
- Conversion of strategic accounts and new lighthouse customers
- Forecast accuracy and quality of requirements fed to Planning
Key relationships
- SVP and Sr. Director, Vertical Marketing; Physical AI & Robotics and Drones/UAV segment owners
- VP, Solution Engineering, and the regional Solution Architects
- Regional Sales VPs and distribution partners
- PLM, Portfolio Planning, and the Business Management deal desk
- Regional Field Marketing (Scale)
Qualifications:
Qualifications
- BS in Electrical/Computer Engineering or related field; MBA preferred
- 15+ years in semiconductor or embedded-systems BD, sales or product marketing, including 7+ years at a senior level
- Proven record of large strategic design wins and major deals with OEMs in Europe and/or Asia
- Deep existing network in robotics, industrial automation or drones in at least one region, and the ability to build one quickly in the other
- Strong technical fluency: motor control, functional safety, sensor fusion, edge AI inference, real-time compute, ROS 2, flight control and datalinks, and where FPGAs win against SoCs and GPUs
- Comfortable working across time zones and cultures
- Working knowledge of export control and dual-use regulation (EAR/ITAR, EU Dual-Use Regulation)
- Fluent English; German, French, Japanese, Korean or Mandarin a strong plus
Nice to have
- FPGA or adaptive-compute background
- Experience with humanoid or AMR start-ups, or with NATO or allied-APAC defense drone programs
- Familiarity with IEC 61508, ISO 13849, DO-178C and DO-254
- Uses AI tools to speed up account planning and deal preparation
Job Type:
Regular
Shift:
Shift 1 (Israel)
Primary Location:
Haifa, Israel
Additional Locations:
Posting Statement:
All qualified applicants will receive consideration for employment without regard to race, color, religion, religious creed, sex, national origin, ancestry, age, physical or mental disability, medical condition, genetic information, military and veteran status, marital status, pregnancy, gender, gender expression, gender identity, sexual orientation, or any other characteristic protected by local law, regulation, or ordinance.
