Director OEM Partnerships at Robovision

The Robovision AI platform and Solutions enable successful AI initiatives by seamlessly orchestrating the process of creating, deploying and maintaining vision intelligence at scale. Built around the philosophy of operational independence, the Robovision platform empowers users to intuitively adapt vision intelligence inside smart solutions.
Headquartered in Ghent, Belgium, with a global team of 100 Robovisioneers, we are expanding internationally through satellite offices. Our people are ambitious, take ownership, and celebrate shared success, fostering an environment of ambition, respect, and personal development.

We are currently looking for an experienced Director OEM Partnerships to join our team. This is an exciting opportunity to gain valuable work experience and develop skills in a fast-paced and dynamic environment.

Your Role

The Benelux region is a global hub for high-speed food processing, complex packaging, and logistics automation. Your mission is to embed the Robovision Industrial Vision Infrastructure into the machines built by this region's leading OEMs.

Key Responsibilities

• Navigate BOM Economics: Structure deals that fit into the OEM’s hardware-centric pricing both in development and production phase.

• Don’t sell AI, but industrial discipline: These customers do not want hype; they want industrial discipline. Sell our Industrial Vision AI Infrastructure offering.

• Structure "ROI-Based" Deals: Unlike pure hardware sales, you will structure deals where the OEM pays a per-machine fee that creates a recurring revenue stream tied to the machine’s throughput and value.

• Manage the BE/NL Ecosystem: Work closely with local System Integrators (SIs) who act as the "middleware" for physical installation, while Robovision provides the governance OS.

• Bilingual Stakeholder Management: You will navigate complex accounts in Belgium where engineering might be in Dutch-speaking Flanders and the end-customer plant management in French-speaking Wallonia (or France).

• Industry Experience: 7+ years selling to OEMs in Food, Packaging, or Intralogistics. You understand the specific pressures of these industries: hygiene, high throughput (units per minute), and the cost of false rejects.

• Technical Context: You are familiar with industrial automation (PLCs, IPCs) and have likely competed against or worked with traditional vision players (Cognex, Keyence, SICK).

• Strategic Mindset: You understand the difference between selling a "Vision Sensor" (Hardware) and selling "Outcome Assurance" (Infrastructure).

• Language Skills: Dutch, English, and French are mandatory. You must be able to negotiate contracts in all three.

• Presence: You are based in the region and committed to being in the office 3-4 days per week to align with the central leadership and delivery teams.

  Why you?

  You know that in the Food and Logistics industry, "accuracy" is just a number, but "Yield" is the business. You are ready to stop selling tools and start selling the infrastructure that guarantees food safety and supply chain reliability.

We Offer

• A front seat in Belgium’s most exciting scale-up offering a dynamic entrepreneurial environment with ample opportunities for fast personal growth in different areas.

• A young and open company culture where we focus on communication, partnership, and team building activities.

• The exciting opportunity to join us and scale our organization.