Development Partner, Robotics

ABOUT TENNANT At Tennant Company, we don’t just make cleaning equipment—we create solutions that make the world cleaner, safer, and healthier. For over 150 years, innovation and sustainability have been at the heart of everything we do, helping businesses across the globe achieve more with less impact on the environment. Joining Tennant means joining a global team driven by purpose. With operations, manufacturing, sales, and service in multiple countries, your career can take you further than you ever imagined. Here, your ideas matter, your growth is supported, and your work makes a real difference. Shape the future of clean with us. Position Overview The Development Partner, Robotics is a dedicated, execution-focused resource accountable for driving the initiation, negotiation, and closure of robotics opportunities within segmented strategic accounts and target verticals. This role is vital for scaling the TNC Robotics (TNCR) commercial capability and capacity, especially in environments where the robotics sales cycle is typically longer and requires specialized knowledge. The specialist acts as a dedicated Robotics Subject Matter Expert (SME) to hunt for net new customers and partner with Core Sales to convert existing customers. Key Responsibilities The Robotics Development Partner is accountable for executing the strategy required to expand the opportunity funnel and increase the conversion rate for robotics: Target Prioritization: Prioritize, identify, and engage on automation projects to win new Robotics Strategic Account business. Sales Strategy: Works independently to establish selling strategies and tactics that result in new projects, pilots, and business generation within segmented strategic account business and verticals. Negotiation and Win: Leads the negotiation and partners to win new Robotics Strategic Account business. Funnel Management: Maintains an active opportunity funnel and provides guidance on the forecast against annual sales targets. Robotics Strategy Development: Develops and executes Robotics strategies that analyze and reflect an understanding of customer needs, emerging trends, critical opportunities, and metrics that will increase sales, expand market share, and improve profitability. Market Knowledge : Maintains a strong knowledge of all products, services and applications within the robot portfolio. Reporting: Provides accurate business and market forecasts and communicates effectively with management regarding the progress and impact of Robotic strategic accounts. Core Sales Collaboration: Partners with Core Sales to convert existing customers. Effectively collaborates with all internal partners to leverage the collective strength of the organization and exceed current and prospective customer's needs and expectations. Knowledge Multiplication: Supports the Core Sales by delivering Webinars, workshops, and events to multiply knowledge per vertical. Engages in thought leadership, best practice sharing, and technical training as required for the commercial sales organization. Account Management Support: Conducts reviews with account managers focusing on Robotics progress and development, changing customer needs, problems, obstacles, new partnership opportunities, and improved measures. Education & Knowledge, Skills, and Abilities (KSAs) Education: A Bachelor's degree in Business, Business Administration, or a related field is required. Experience: A minimum of 7–10 years of experience is preferred, demonstrating success in strategic sales, business development, or supporting technically complex products or robotics/technology sectors. Strategic Acumen: Demonstrated experience developing and implementing sales and business development strategies that analyze and reflect an understanding of critical opportunities. Interaction & Communication: Proficient at interacting with people at all levels of an organization. Must have strong communication, interpersonal, and strategic thinking skills. Drives Results: Proven capability to drive results and consistently achieve commitments.