Business Development Manager, Custom AWH Solutions

Business Development Manager, Custom AWH Solutions

ATOCO, Inc. is a startup company founded by the distinguished scientist and Nobel Laureate Prof. Omar Yaghi, the inventor of MOF and COF chemistry. ATOCO is currently working on technologies in the fields of atmospheric water harvesting and CO2 capture. Learn more about Atoco.

This position will join the Business Development team, driving the global growth of custom Atmospheric Water Harvesting (AWH) solutions by building and managing B2B technology partnerships, enabling partners to integrate Atoco’s AWH modules or technologies into their own systems, processes and solutions roadmap. This role focuses on technology integration and partner-driven commercialization. It is dedicated to technology-partner-led growth and does not manage reseller networks or standard/containerized product sales. The position will report to the Vice President of Business Development, and collaborate closely with the Technology Department, to advance custom AWH solutions to clients.

Roles & Responsibilities

Commercial Ownership

· Define and execute the global GTM strategy for custom AWH solutions towards technology partners globally across target applications and integration nature, i.e. technology partners that amplify our commercial reach at product level, system level or material level

· Lead and facilitate the end-to-end commercial process for partnership deals: (1) Qualification; (2) Value proposition & TEA development; (3) Commercial structuring; (4) Negotiation

· Own the global pipeline and revenue targets for custom AWH solutions, driving revenue through partner-led sales of integrated solutions.

· Balance short-term revenue with long-term, sustainable partner relationships that expand Atoco’s commercial reach through partners’ established customer base and market position

· Define and advance commercial models for engagements with key partners (e.g., component pricing, volume agreements, licensing).

· In close coordination with management and R&D contribute to building technology partnerships that can advance toward the utility-scale water stations.

Partner Identification & Account Management

· Identify and prioritize target partners globally, weighing engineering investment against growth potential for each account

· Develop and execute a structured partner acquisition strategy based on Account-Based Marketing (ABM) tactics; work closely together with marketing for targeted engagement.

· Build a strong pipeline of qualified technology partners across key applications.

· Maintain and advance methodologies to develop custom techno-economic analysis (TEAs) simulations for partners as a baseline business case for mutual investment between the parties.

· Develop long-term partnership strategies and account plans based on deep understanding of strategic partner’s needs, requirements and pain points.

· Negotiate and structure partnership agreements, including (1) Supply agreements; (2) Licensing agreements; and (3) Joint development agreements (where relevant).

· Ensure alignment on commercial terms, technical integration, and roadmap.

Technical Integration Interface (Internal Alignment)

· Act as the commercial lead bridging client-partners and internal technical teams.

· In dialogue with the Technology Partnership function translate partner requirements into clear technical and product inputs.

· Work closely with the Technology Partnership team to (1) Support integration of AWH modules or technologies, and (2) align on specifications and performance requirements

Market Intelligence & Product Marketing Backbone

· Act as the primary owner of market research related to geographies, applications and segments targeted by AWH custom solutions, across market, competitors and customers.

· Monitor industry trends, competitor partnerships, and emerging technologies relevant to AWH custom solutions

· Ensure Voice of Customer; capture feedback from technology partners on: (1) Product-market fit, (2) Competitive dynamics, (3) Pricing pressure

· On an ongoing basis assess and adjust our product value proposition, embedded into our product marketing collaterals.

· On an ongoing basis feed relevant market inputs back to product development for product roadmap considerations.

· In coordination with Marketing, maintain up-to-date product marketing core collaterals that can be customized for potential technology partners.

· Support the marketing team to maintain up-to-date content on Atoco’s web pages for custom AWH solutions

· Provide the analytical backbone for major content developments, such as for white papers and product positioning papers.

Qualifications

· Master’s degree in an engineering field from a high-ranking university. MBA is a plus.

· Minimum of 10 years of experience in business development, strategic alliances, or technology-partnership management, spanning both new-partner acquisition and long-term account management.

· Established network within one or more of Atoco’s target technology-partner sectors (e.g., data centers, industrial gas, semiconductor manufacturing, agriculture technology, off-grid infrastructure), with demonstrated ability to build relationships in adjacent sectors.

· Direct experience in negotiating and structuring technology-partnership, licensing, and supply agreements.

· Experience developing techno-economic analyses (TEAs) or comparable financial business cases

· Working knowledge of cross-border IP, licensing, and export-control considerations relevant to technology partnerships.

· Strong communication and presentation skills in English.

· Comfortable with moderate business travels when necessary.

· Demonstrable teamwork and collaboration skills.

· Data-driven and results oriented.

· Familiar with the business environments in different regions.

· Experience in the water technologies industry, or with utility-scale infrastructure or engineering / Engineering, Procurement, and Construction (EPC) partnerships is a plus.

How to Apply

• By Email: Send your cover letter and resume to [email protected] and include the Job-ID in the subject.
• On LinkedIn: Visit our LinkedIn page to follow us and use the “easy apply” function and submit a cover letter and your resume in one file

Pay: $120,000.00 - $140,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Work Location: In person