{"id":1129261,"url":"https://alion.io/job/altera-business-development-manager-physical-ai-2","title":"Business Development Manager-Physical AI","company":{"id":5328,"name":"Altera","domain":"altera.com","url":"https://alion.io/company/altera","size_band":"1001-5000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Workday","truth_index":{"grade":"B","score":84,"open_postings":12,"ghost_share":0,"stale_share":0.583,"repost_share":0.083,"time_to_fill_p50_days":56,"computed_at":"2026-10-31T05:58:55Z"}},"role":"Management","role_family":"Management","seniority":"lead","employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["San Jose, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":{"min":166900,"max":241600,"currency":"USD","period":"year","gross":null,"usd_annual":241600},"salary_estimate":null,"experience_years_min":7,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"CNN","optional":false},{"name":"Edge AI","optional":false},{"name":"EtherCAT","optional":false},{"name":"Physical AI","optional":false},{"name":"Quantization","optional":false},{"name":"ROS","optional":false},{"name":"ROS2","optional":false},{"name":"Sensor Fusion","optional":false}],"status":"live","first_seen_at":"2026-09-22T00:00:00Z","employer_posted_date":"2026-09-22","last_verified_at":"2026-10-31T07:08:23Z","board_verified":true,"closed_at":null,"days_open":39,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":39},"description":"Job Details:\nJob Description:\nWe 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.\nPhysical 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.\nKey Responsibilities\n1. Market Development & Strategy\nIdentify and prioritize target segments including:\nRobotics: industrial and collaborative robots (cobots), autonomous mobile robots (AMR/AGV), humanoids, end-of-arm tooling\nAutonomous systems: drones / UAVs, autonomous ground and off-road vehicles, autonomous material handling\nIndustrial and factory automation: PLC / PAC controllers, motion and servo-drive control, machine control, IIoT / edge gateways\nEdge AI: edge AI appliances and gateways, smart cameras and sensors, on-premise inference platforms\n\nTrack and interpret trends in:\nEdge AI and on-device inference (model deployment, quantization, AI acceleration)\nMulti-sensor fusion (camera, LiDAR, IMU, force / torque)\nReal-time deterministic control, multi-axis motion, and industrial networking convergence (fieldbus → TSN)\nIndustry 4.0 / IIoT, predictive maintenance, and the software-defined factory\nRobotics and autonomy software stacks (ROS / ROS2) and AI frameworks\n\nIdentify opportunities where customers require:\nDeterministic, low-latency control and motion loops\nHigh-throughput, low-power edge AI inference\nMulti-sensor aggregation and time synchronization\nFunctional safety for human-machine collaboration\nReconfigurability across evolving platforms and long industrial lifecycles\n\n2. Customer Engagement & Design Wins\nBuild relationships with robotics OEMs, industrial-automation vendors (controls, drives, machine builders), autonomous-system developers, edge AI platform vendors, module / subsystem suppliers, and system integrators\n\nDrive early-stage engagement with Sales to:\nInfluence system and safety architecture decisions\nPosition FPGA-based solutions across control, sensing, networking, and edge AI systems\nSecure design-ins across platforms, machines, and derivatives\nSupport technical sales discussions spanning:\nMotor / motion control (field-oriented control, multi-axis servo, encoder interfacing)\nIndustrial control and real-time networking (PLC / PAC, EtherCAT, PROFINET, EtherNet/IP, TSN)\nSensor fusion and perception pipelines\nEdge AI / ML inference (CNN- and transformer-based workloads)\nFunctional-safety implementation (safe motion, redundancy, diagnostics)\n\nEngage in system-level discussions involving:\nPerception → planning → actuation pipelines\nCentralized vs distributed control architectures (robot, machine, and factory cell)\nDeterministic vs GPU-based processing trade-offs\n\n3. Ecosystem & Partnerships\nBuild and manage relationships with:\nSensor, encoder, and actuator / drive vendors\nIndustrial networking, controls, and automation-software vendors\nIP providers and software / AI stack vendors (ROS ecosystem, vision / AI frameworks)\nRobotics and automation module makers, ODMs, and system integrators\nEnable joint solutions and reference designs to accelerate customer adoption\n\n4. Sales Enablement & Execution\nDevelop 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\n\nSupport Sales teams with:\nUse-case driven messaging for robotics, autonomous systems, industrial automation, and edge AI applications\nCustomer presentations and technical positioning\nOpportunity qualification and deal progression\nDeliver presentations at customer meetings, industry events, and trade shows\n\n5. Internal Collaboration\nProvide structured market feedback to product management and engineering\nInfluence product direction based on customer needs related to:\nReal-time I/O and deterministic networking\nMotion-control and safety features\nEdge AI capabilities and AI fabric\nPower, thermal, and form-factor for embedded, mobile, and industrial deployment\nSupport pricing discussions and business case development\n\nThe 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.\n$166.9K - $241.6K USD\nWe use artificial intelligence to screen, assess, or select applicants for the position. Applicants must be eligible for any required U.S. export authorizations.\nQualifications:\nRequired Qualifications\nBachelor's Degree in Electrical Engineering, Computer Engineering, or related field (Master's preferred)\n\n7+ years of experience in:\nRobotics, industrial / factory automation, autonomous systems, or edge AI / embedded systems\nSemiconductor, module, controls, or OEM environments\n\nStrong understanding of:\nMotion / motor control and real-time systems\nIndustrial control and networking concepts\nSensor technologies and fusion (camera, LiDAR, IMU, force / torque)\nAI / ML fundamentals (edge inference pipelines)\nFamiliarity with key interfaces and networks:\nEtherCAT, PROFINET, EtherNet/IP, TSN, real-time Ethernet\nEncoder interfaces (BiSS, EnDat, SSI), MIPI CSI-2\nExperience engaging global customers and managing long design cycles\n\n Preferred Qualifications\nExperience with FPGA-based systems or FPGA solution selling\nUnderstanding of high-speed I/O and memory subsystems, multi-axis motion control, and edge AI deployment constraints (latency, power, form factor)\nFamiliarity with ROS / ROS2, AI frameworks, and edge AI toolchains\nAwareness of functional-safety and industrial standards (ISO 10218, ISO/TS 15066, IEC 61508 / SIL, IEC 61131-3, IEC 62443)\n\nPrior experience with:\nRobotics OEMs or integrators\nIndustrial automation / controls / drive companies\nAutonomous-system, drone, or AMR/AGV developers\nEdge AI platform or appliance vendors\nMBA or business training is a plus\n\nCritical Success Factors\nDesign-in mindset: Ability to engage early and secure long lifecycle platform wins\nSystem-level thinking: Understanding the complete signal chain from sensing through processing to actuation\nExecution focus: Ability to convert opportunities into pipeline and revenue\nCustomer-centric approach: Strong listening skills and ability to translate requirements into solutions\nEcosystem leverage: Driving wins through partnerships, not just silicon features\n\nKPIs / Success Metrics\nDesign wins and revenue growth across robotics, autonomous systems, industrial automation, and edge AI segments\nNumber of qualified opportunities identified in motion control, industrial networking, sensor fusion, and edge AI systems\nPipeline growth and forecast accuracy\nEngagements with OEMs, automation vendors, module vendors, and system integrators\nContribution to sales enablement and deal progression\n\nJob Type:\nRegularShift:\nShift 1 (United States of America)Primary Location:\nSan Jose, California, United StatesAdditional Locations:\nPosting Statement:\nAll 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 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