Business Development Senior Director, Industrial

Job description

Job Details: Job Description: We are seeking a Business Development Manager to drive growth in FPGA-based solutions across the Physical AI domain – spanning robotics, autonomous systems, industrial and factory automation, and edge AI. This role focuses on expanding design wins across intelligent machines that sense, decide, and act in the physical world, from collaborative robots and autonomous platforms to factory-automation controllers and edge AI appliances. You will act as the bridge between customers, product management, engineering, and ecosystem partners to position FPGA solutions against competing architectures including ASSPs/SoCs, GPUs, and microcontroller-based platforms. Physical AI is converging perception, decision, and actuation onto real-time machines while pushing more intelligence to the edge, and industrial automation is moving toward connected, software-defined, and AI-enabled factories. FPGAs are uniquely positioned to unify deterministic control, sensor fusion, real-time networking, and edge AI inference on a single adaptable platform. As several of these markets are fast-emerging, the role includes helping establish and scale the market motion – which requires strong technical business leadership at the system level. Key Responsibilities 1. Market Development & Strategy Identify and prioritize target segments including: Robotics: industrial and collaborative robots (cobots), autonomous mobile robots (AMR/AGV), humanoids, end-of-arm tooling Autonomous systems: drones / UAVs, autonomous ground and off-road vehicles, autonomous material handling Industrial and factory automation: PLC / PAC controllers, motion and servo-drive control, machine control, IIoT / edge gateways Edge AI: edge AI appliances and gateways, smart cameras and sensors, on-premise inference platforms Track and interpret trends in: Edge AI and on-device inference (model deployment, quantization, AI acceleration) Multi-sensor fusion (camera, LiDAR, IMU, force / torque) Real-time deterministic control, multi-axis motion, and industrial networking convergence (fieldbus → TSN) Industry 4.0 / IIoT, predictive maintenance, and the software-defined factory Robotics and autonomy software stacks (ROS / ROS2) and AI frameworks Identify opportunities where customers require: Deterministic, low-latency control and motion loops High-throughput, low-power edge AI inference Multi-sensor aggregation and time synchronization Functional safety for human-machine collaboration Reconfigurability across evolving platforms and long industrial lifecycles 2. Customer Engagement & Design Wins Build relationships with robotics OEMs, industrial-automation vendors (controls, drives, machine builders), autonomous-system developers, edge AI platform vendors, module / subsystem suppliers, and system integrators Drive early-stage engagement with Sales to: Influence system and safety architecture decisions Position FPGA-based solutions across control, sensing, networking, and edge AI systems Secure design-ins across platforms, machines, and derivatives Support technical sales discussions spanning: Motor / motion control (field-oriented control, multi-axis servo, encoder interfacing) Industrial control and real-time networking (PLC / PAC, EtherCAT, PROFINET, EtherNet/IP, TSN) Sensor fusion and perception pipelines Edge AI / ML inference (CNN- and transformer-based workloads) Functional-safety implementation (safe motion, redundancy, diagnostics) Engage in system-level discussions involving: Perception → planning → actuation pipelines Centralized vs distributed control architectures (robot, machine, and factory cell) Deterministic vs GPU-based processing trade-offs 3. Ecosystem & Partnerships Build and manage relationships with: Sensor, encoder, and actuator / drive vendors Industrial networking, controls, and automation-software vendors IP providers and software / AI stack vendors (ROS ecosystem, vision / AI frameworks) Robotics and automation module makers, ODMs, and system integrators Enable joint solutions and reference designs to accelerate customer adoption 4. Sales Enablement & Execution Develop high-impact sales collateral including solution briefs, reference architectures (motion control, industrial networking, sensor fusion, edge AI), competitive positioning vs FPGA / SoC / ASSP / GPU / MCU alternatives, and ROI / TCO analyses Support Sales teams with: Use-case driven messaging for robotics, autonomous systems, industrial automation, and edge AI applications Customer presentations and technical positioning Opportunity qualification and deal progression Deliver presentations at customer meetings, industry events, and trade shows 5. Internal Collaboration Provide structured market feedback to product management and engineering Influence product direction based on customer needs related to: Real-time I/O and deterministic networking Motion-control and safety features Edge AI capabilities and AI fabric Power, thermal, and form-factor for embedded, mobile, and industrial deployment Support pricing discussions and business case development The pay range below is for Bay Area California only. Actual salary may vary based on a number of factors including job location, job-related knowledge, skills, experiences, trainings , etc. We also offer incentive opportunities that reward employees based on individual and company performance. $ 166.9K - $ 241.6K USD We use artificial intelligence to screen, assess, or select applicants for the position. Applicants must be eligible for any required U.S. export authorizations . Qualifications: Required Qualifications Bachelor's Degree in Electrical Engineering, Computer Engineering, or related field (Master's preferred) 7+ years of experience in: Robotics, industrial / factory automation, autonomous systems, or edge AI / embedded systems Semiconductor, module, controls, or OEM environments Strong understanding of: Motion / motor control and real-time systems Industrial control and networking concepts Sensor technologies and fusion (camera, LiDAR, IMU, force / torque) AI / ML fundamentals (edge inference pipelines) Familiarity with key interfaces and networks: EtherCAT, PROFINET, EtherNet/IP, TSN, real-time Ethernet Encoder interfaces (BiSS, EnDat, SSI), MIPI CSI-2 Experience engaging global customers and managing long design cycles Preferred Qualifications Experience with FPGA-based systems or FPGA solution selling Understanding of high-speed I/O and memory subsystems, multi-axis motion control, and edge AI deployment constraints (latency, power, form factor) Familiarity with ROS / ROS2, AI frameworks, and edge AI toolchains Awareness of functional-safety and industrial standards (ISO 10218, ISO/TS 15066, IEC 61508 / SIL, IEC 61131-3, IEC 62443) Prior experience with: Robotics OEMs or integrators Industrial automation / controls / drive companies Autonomous-system, drone, or AMR/AGV developers Edge AI platform or appliance vendors MBA or business training is a plus Critical Success Factors Design-in mindset: Ability to engage early and secure long lifecycle platform wins System-level thinking: Understanding the complete signal chain from sensing through processing to actuation Execution focus: Ability to convert opportunities into pipeline and revenue Customer-centric approach: Strong listening skills and ability to translate requirements into solutions Ecosystem leverage: Driving wins through partnerships, not just silicon features KPIs / Success Metrics Design wins and revenue growth across robotics, autonomous systems, industrial automation, and edge AI segments Number of qualified opportunities identified in motion control, industrial networking, sensor fusion, and edge AI systems Pipeline growth and forecast accuracy Engagements with OEMs, automation vendors, module vendors, and system integrators Contribution to sales enablement and deal progression Job Type: Regular Shift: Shift 1 (United States of America) Primary Location: San Jose, California, United States Additional Locations: Austin, Texas, United States, Oregon Hillsboro 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.