Partner Manager Northern Germany (m/f/d)

Location: Northern Germany / Central Germany, ideally Göttingen, Kassel, Hanover or surrounding area

About KEMARO

KEMARO was founded in Switzerland in 2016 and develops autonomous cleaning robots, cloud software and artificial intelligence for industrial use. In 2018, the company launched the K900, the world’s first autonomous dry cleaning robot for industrial and logistics areas.

Today, KEMARO employs almost 60 people at its headquarters in Eschlikon and continues to grow internationally. Our solutions help companies in logistics, production and industry to keep their operational areas clean, safe and efficient.

To strengthen our partner network, we are looking for a Partner Manager Northern Germany (m/f/d) to start as soon as possible.

You will take commercial responsibility for an existing partner portfolio in Northern and Central Germany, coach and activate partner sales teams and develop joint business and account plans. The aim is not to take over sales from our partners, but to make them better at successfully selling KEMARO themselves – the partner remains the owner of the customer relationship, you provide commercial momentum, clear goals and commitment in implementation.

• Expand partner-generated revenue and pipeline by translating partner potential into concrete sales activity.
• Coach and activate partner sales teams so they can successfully position and sell KEMARO.
• Develop joint business plans, target customer lists and measurable growth measures for your partners.
• Help partners systematically identify opportunities in existing customer base and target markets.
• Conduct regular pipeline reviews, business reviews and QBRs with clear next steps and commitment.
• Support partners with strategic opportunities through coaching, joint customer meetings and deal reviews – without taking over their sales process.
• Reactivate partners with untapped potential and jointly develop measures for further development.
• Scale successful partners by identifying additional sales teams, customers, applications and growth opportunities.
• Train and enable partner leadership, sales teams and relevant technical contacts on KEMARO’s solutions and sales approach.
• Work closely with marketing, sales, pre-sales and customer success on campaigns, events, enablement and customer opportunities.
• Deliver structured forecasts and ensure high CRM and pipeline discipline.
• Bring insights from partners and market back into the company to continuously develop our partner model.

• Proven success in building and growing partners in industries such as robotics, industrial automation, mechanical engineering, logistics or cleaning technology.
• Experience in partner management, channel sales, distributor management or a comparable B2B environment.
• Strong skills in sales coaching and commercial leadership.
• Solid understanding of pipeline management, account planning, forecasting, sales execution and CRM (e.g. HubSpot).
• Ability to challenge partners constructively while maintaining strong relationships.
• Hands-on mentality and ability to translate plans into concrete actions.
• Experience with dealers, distributors or resellers is an advantage.
• Experience in industrial technology, automation, mechanical engineering, logistics, cleaning technology or robotics is an advantage.
• German at native level, good English skills.
• Willingness to travel within Northern and Central Germany and occasionally to KEMARO’s headquarters in Switzerland.

What success looks like

You are successful when your partners become more active, competent and productive: higher partner revenue, stronger partner-generated pipeline, more active partner sales staff, better customer penetration, more reliable forecasts – and partners who increasingly sell KEMARO successfully without relying on KEMARO’s own sales team.

In short: You do not sell KEMARO for our partners – you build partners who can successfully sell and scale KEMARO themselves.

• A versatile, responsible role in an innovative Swiss robotics company with global ambitions
• Responsibility for an existing partner portfolio with real growth potential
• Attractive remuneration package plus performance-related variable bonus
• Company car / car allowance
• Home office / remote flexibility
• Individual training and development opportunities
• An open corporate culture with flat hierarchies and short decision-making paths
• A motivated, international team
• Regular employee events and a corporate culture based on trust, curiosity and continuous learning

Have we piqued your interest?

Are you ready to make the world cleaner and more digital?

Then we look forward to receiving your complete and meaningful application via our homepage. Please note that we prefer direct applications and only consider applications submitted through our website.