Senior Director, Physical AI - GTM (China Market) at Arm | Austin, TX | $309K/yr – $418K/yr

Arm

Senior Director, Physical AI - GTM (China Market)

Austin, TX (Hybrid)

$309K/yr – $418K/yrSenior Level7+ years expFull time

Posted 2 months ago

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Job Summary

Own the China GTM for robotics and autonomy, turning complex buying groups into design wins and long term revenue through ecosystem, partnerships, and platform differentiation.

Growth & GTM Ownership: shape priority segments, target accounts, and reference architectures for robotics, AMRs, drones, and AVs.
Strategic Deals & Ecosystem: lead early engagements to design wins, align with hardware, software, AI buyers, and partner ecosystems (ISVs, ODMs, SI).
Product-to-GTM Translation: convert customer requirements into roadmap direction and create scalable GTM assets and playbooks.

Job Description

Responsibilities

Own the China GTM strategy for robotics & autonomy with a focus on driving wins and long-term revenue
Refine priority segments (e.g., industrial robotics, humanoids, AMRs, AVs, drones)
Identify and prioritize target accounts and design-in opportunities while positioning our platform for success among competitors
Lead strategic deals from early engagement through design win and production
Navigate sophisticated buying groups: hardware, software, AI, and executive sponsors
Support customers through discovery, evaluation, benchmarking, and integration
Build the local developer and partner ecosystem through partnership with product and engineering to ensure strong roadmap, SDK, tooling, and AI framework support
Build partnerships with robotics software stacks (ROS, simulation platforms, autonomy stacks)
Enable system integrators, ODMs, and reference design partners
Bridge gaps between product, engineering, and go-to-market teams
Translate customer requirements (performance, power, latency, safety) into product direction
Influence roadmap based on real-world workloads (perception, planning, control)
Help define reference architectures and use-case-specific optimizations
Develop scalable GTM infrastructure that includes technical messaging, benchmarks, and dynamic market positioning
Scope reference designs, solution briefs, and vertical-specific playbooks

Requirements

7–15+ years in GTM, business development, or product roles in semiconductors or deep tech
Experience working with robotics, autonomous systems, automotive, or edge AI
Track record of working with Sales to secure design wins or platform adoption
Familiarity with Tier 1s, OEMs, and startup ecosystems
Skilled in intricate deal structuring and strategic partnerships
Appreciation for developer experience as a GTM lever
Proven history of collaboration with partners (ISVs, ODMs, system integrators)

Preferred

Experience at a semiconductor company or selling silicon platforms
Background in AI/ML workloads on edge devices
Exposure to functional safety (ISO 26262) or robotics safety standards

Arm

4.4 Glassdoor

Arm’s foundational technology is defining the future of computing. A future built by the greatest technology ecosystem in the world. A future built on Arm.Arm is everywhere technology matters. Technology matters everywhere.Together, we’ll power every technology revolution moving forward, including cloud computing, automotive and autonomous systems, IoT, the metaverse, and beyond.Changing the world. Again. On Arm.

Founded in 1990

Cambridge, England, GBR

11K employees (609 in marketing)

www.Arm.com

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88% CEO approval