Who You Are
Join FANUC America at the intersection of Artificial Intelligence and Industrial Robotics. Based in Northern California (primarily the Bay Area), this strategic sales role will lead FANUC's engagement with the rapidly growing ecosystem of robotics startups, AI innovators, and venture-backed technology companies developing the next generation of intelligent automation solutions. This is a unique opportunity to influence how Physical AI, ROS2, autonomous robotics, digital twins, and advanced software platforms are deployed across FANUC's global installed base of industrial and collaborative robots.
How It’s Done
- Develop and execute strategic growth initiatives targeting robotics startups, AI companies, venture-backed technology firms, research institutions, and innovation ecosystems throughout Northern California and North America, positioning FANUC as the preferred robotics platform for advanced applications in artificial intelligence, machine learning, autonomous systems, physical AI, simulation, and robotic software
- Build and maintain strategic relationships with founders, CTOs, robotics architects, AI researchers, engineering executives, venture investors, universities, robotics laboratories, startup accelerators, incubators, and innovation centers to influence automation technology adoption and identify emerging business opportunities
- Identify opportunities to expand adoption of FANUC robot and controller technologies by supporting software-first and AI-driven application development, including integration with ROS2 frameworks, AI inference engines, cloud platforms, edge computing architectures, and advanced robotic software environments
- Collaborate closely with FANUC engineering, product management, and technical teams to communicate emerging market trends, customer requirements, software integration needs, and next-generation technology opportunities that influence future product development and market strategy
- Represent FANUC at robotics, AI, automation, and startup ecosystem events, including technical conferences, industry forums, venture capital events, developer communities, and innovation programs, serving as a thought leader and ambassador for FANUC technologies
- Develop and maintain a comprehensive understanding of target industries, accounts, and senior leadership by:
- Researching market trends, regulatory and economic factors, and value/supply chains
- Analyzing customer business models, operations, financial performance, strategic objectives, and competitive landscape, including FAC, FANUC, and partner presence
- Evaluating executive roles, priorities, and backgrounds to enable informed, credible, and highly personalized engagement at the C-suite level
- Determine best engagement strategies for current and prospective clients
- Develop strategies and action plans to improve overall customer satisfaction
- Develop, implement, and actively maintain comprehensive key account strategic plans
- Drive sales strategy
- Assess competitive threats and market dynamics and develop strategies to strengthen FAC's position within assigned accounts
- Insight development identifying both short-term opportunities and long-term strategic initiatives
- Executive-level relationship development
- Coordinate facility automation audits with the appropriate FAC execution teams and/or ASI partners to identify operational challenges and potential automation opportunities
- Identify and facilitate engagement with appropriate ASI partners and monitor the progress of ASI and end-user relationships throughout the sales cycle
- Conduct quarterly or semiannual business reviews with key customer stakeholders to review open issues, ongoing projects, support requirements, emerging opportunities, and account performance
- Regularly visit customer sites within assigned accounts and territory to strengthen relationships, support strategic initiatives, and identify new business opportunities
What You Need
- Bachelor’s degree in Engineering, Business Administration or related field; or equivalent relevant experience
- Minimum five years of capital equipment sales with proven selling and negotiation skills, experience developing strategic account plans
- Experience in the robotics and/or automation industry
- Minimum three years of selling experience at the c-suite level of an organization with established contacts within select markets and industry verticals
- A strong understanding of end-to-end Physical AI system that combines perception, reasoning, and autonomous action
- Must currently reside and/or have established business relationships in Northern California
- Must have or be able to obtain a valid driver’s license
What Would Be Even Better
- Master’s Degree in Engineering, Business Administration, or related field
- Extensive knowledge of manufacturing processes
- 5+ years of experience in the robotics and/or automation industry with working knowledge of FANUC products
- Experience working with robotics startups, AI companies, autonomous systems developers, or industrial software providers
- Understanding of robotics software architectures, ROS2, industrial communication protocols, edge computing, and AI-enabled automation technologies
- Experience with Isaac Sim, generative AI, reinforcement learning, and industrial robotics
- Familiarity with software-centric business models including SaaS, robotics-as-a-service (RaaS), platform ecosystems, and developer enablement programs
- Experience developing strategic partnerships within startup, venture capital, university, or technology innovation ecosystems
- Knowledge of machine learning, computer vision, foundation models, large language models, physical AI, or autonomous robotics technologies applied to industrial environments
It’s Your Move
Joining FANUC means becoming part of a team that values your unique perspective and encourages continuous learning and collaboration. We foster a culture where respect and innovation go hand in hand, and where your contributions help shape the future of automation and robotics.
If you're ready to take the next step in your career, we invite you to apply today. We look forward to learning more about you!
We offer market competitive pay and benefits programs, as well as opportunities for advancement, knowledge and skill development, and recognition of individual achievements. In addition, we offer the following benefits to our employees:
- Medical, Dental & Vision Insurance
- 401(k) Retirement Program
- Life Insurance
- Short-Term & Long-Term Disability Plans
- Tuition Reimbursement
- Wellness Program
- Flexible Spending Accounts
- Employee Assistance Program
- Flexible Benefit Dollars
- Generous Holiday & Vacation Program
Sponsorship will not be provided for this position
Equal Opportunity Employer, including disabled and veterans
Skills Required
- Bachelor's degree in Engineering, Business Administration, or a related field, or equivalent relevant experience
- At least five years of capital equipment sales experience
- Proven selling and negotiation skills
- Experience developing strategic account plans
- Experience in the robotics and/or automation industry
- At least three years of C-suite selling experience
- Established contacts within select markets and industry verticals
- Strong understanding of end-to-end Physical AI systems combining perception, reasoning, and autonomous action
- Valid driver's license or ability to obtain one
- Master's degree in Engineering, Business Administration, or a related field
- Extensive knowledge of manufacturing processes
- At least five years of robotics and/or automation industry experience with working knowledge of FANUC products
- Experience with robotics startups, AI companies, autonomous systems developers, or industrial software providers
- Understanding of robotics software architectures, ROS2, industrial communication protocols, edge computing, and AI-enabled automation technologies
- Experience with Isaac Sim, generative AI, reinforcement learning, and industrial robotics
- Familiarity with SaaS, robotics-as-a-service, platform ecosystems, and developer enablement programs
- Experience developing strategic partnerships in startup, venture capital, university, or technology innovation ecosystems
- Knowledge of machine learning, computer vision, foundation models, large language models, Physical AI, or autonomous robotics applied to industrial environments
FANUC America Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about FANUC America and has not been reviewed or approved by FANUC America.
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Healthcare Strength — Healthcare coverage is positioned as comprehensive, spanning medical, dental, and vision insurance along with disability and life insurance. A wellness program is also described as part of the health-and-wellbeing offering.
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Retirement Support — Retirement offerings include a 401(k) savings program as part of the core package. Broader retirement supports such as pension and retirement allowance plans are also highlighted at the parent-company level as part of employee welfare initiatives.
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Leave & Time Off Breadth — Paid vacation and paid holidays are included as standard time-off benefits. Time off is also associated with positive work/life balance in at least one role-specific account.
FANUC America Insights
What We Do
FANUC America Corporation, headquartered in Rochester Hills, MI is the leading supplier of robots, CNC systems and factory automation. Founded in 1982, FANUC America has over 1,500 employees in the Americas. Our team of automation professionals work in customer service, engineering, finance, human resources, IT, logistics, operations, manufacturing, product development, sales & marketing and training. On October 22, 2019, FANUC America hosted a Grand Opening of our new 461,000 square-foot facility in Auburn Hills, Michigan, in order to keep pace with the growing demand for robots and automation. Constructed and in full operation just one year after breaking ground, the new facility houses several departments including engineering, product development, manufacturing and warehousing. FANUC now occupies over one million square feet of building space in Oakland County, Michigan. In 2021, FANUC America was named one of Michigan’s top workplaces by the Detroit Free Press for the 10th consecutive year. In addition, the Chicago Tribune named FANUC America’s Hoffman Estates, IL regional office one of Illinois’ top workplaces.
