Role Summary
We are seeking an experienced and highly driven Business Development Manager (BDM) -Robotics & Edge AI to lead our growth strategy across the India market. This role focuses on identifying, shaping, and closing opportunities for Edge AI hardware, software, and endtoend solutions across multiple industry verticals including automotive, industrial, manufacturing, smart cities, mobility, and surveillance.
The ideal candidate brings a strong mix of technical understanding of Edge AI and strategic business acumen, along with deep customer and ecosystem relationships in India.
Key Responsibilities
1. Market & Business Development
- Develop, own, and execute the gotomarket (GTM) strategy for Edge AI solutions in India.
- Identify growth opportunities across automotive, industrial, robotics, smart city, retail, healthcare, and public sector domains.
- Build a strong opportunity pipeline and deliver consistent quarterly growth.
- Conduct competitive analysis, pricing intelligence, and market positioning for Edge AI offerings.
2. Customer Acquisition & Account Leadership
- Drive strategic engagement with OEMs, Tier1s, cloud providers, ISVs, system integrators, and device manufacturers.
- Lead Csuite and senior stakeholder conversations to evangelize Edge AI solutions.
- Own the full deal lifecycle - from prospecting to negotiation to closure.
- Work closely with solution architects and engineering teams to develop customerspecific proposals.
3. Solution Positioning & Technical Understanding
- Understand and articulate value propositions for Edge AI platforms including CPUs, MCUs, NPUs, accelerators, sensors, and cloudedge architectures.
- Translate customer business needs into technical requirements and roadmap inputs.
- Support PoCs, pilots, performance benchmarks, and solution evaluation cycles.
4. Ecosystem & Partnership Development
- Develop partnerships with AI/ML ISVs, analytics companies, OEMs, ODMs, chip vendors, and cloud partners.
- Represent the company in industry events, partner workshops, and technology forums.
- Build relationships to accelerate joint GTM and coselling opportunities.
5. Internal Collaboration & Leadership
- Collaborate with product management, marketing, engineering, and global BD teams.
- Provide field intelligence and customer insights to influence product roadmaps.
- Drive cross-functional alignment for customer success and market expansion.
Must-Have Qualifications
- 8-12+ years of Technical Customer facing role / Business Development / OEM engagement experience in:
- Edge AI or AI/ML platforms
- Embedded systems / processors
- Automotive or industrial electronics
- IoT or edge computing
- Strong understanding of:
- Edge AI workloads (vision, sensor fusion, speech, predictive analytics)
- NPUs, GPUs, MCUs/MPUs, SoCs, accelerators
- Sensors (camera, radar, lidar), connectivity, and device-to-cloud systems
- AI frameworks and pipelines (TensorFlow Lite, ONNX, PyTorch, inference runtimes)
Soft Skills
- Excellent communication, stakeholder management, and executivelevel presentation skill
- Ability to collaborate with technical teams and simplify complex concepts
- Entrepreneurial mindset with ownership and drive
Education
- Bachelor's degree in Engineering (ECE, EEE, CSE, or related fields)
- MBA is preferred but not mandatory
- Certifications in AI/ML or cloud (AWS/Azure/GCP) are an advantage
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