Director of Solutions Engineering, Berkshire Grey
$188-260k
+ Performance-based incentives
More information about location
Office located in Bedford, MA
Autonomous fulfilment robots
Job no longer available
Autonomous fulfilment robots
201-500 employees
Job no longer available
$188-260k
+ Performance-based incentives
More information about location
Office located in Bedford, MA
201-500 employees
Company mission
To help businesses succeed with AI-enabled robotics that transforms the way they thrive, compete and win.
Role
Who you are
- 10–15+ years of experience in solutions engineering, sales engineering, or solution architecture
- Experience in warehouse automation, robotics, or intralogistics/operations strongly preferred
- Proven experience designing complex automation systems
- Experience leading technical teams
- Strong communication and customer engagement skills
- Bachelor’s degree in Engineering, Business, or related field
What the job involves
- Berkshire Grey is seeking a seasoned Director, Solutions Engineering to lead and scale a high-impact team of Solution Architects across North America and EMEA. This role is responsible for shaping winning customer solutions, enabling revenue growth, and ensuring technical alignment across Sales, Product, Engineering, and Delivery
- This is a player-coach leadership role responsible for building and managing a small, high-performing Solutions Engineering team while personally leading the design and execution of complex, enterprise-scale automation solutions
- The role serves as the critical bridge between commercial and technical teams, translating real-world customer challenges into compelling, executable system designs that differentiate Berkshire Grey in the market and drive successful outcomes
- Build, lead, and mentor a team of 3–4 Solution Architects across the U.S. and EMEA
- Establish best practices for solution design, technical sales engagement, and proposal development
- Drive consistency, quality, and scalability in how Berkshire Grey designs and presents solutions
- Foster a high-performance culture focused on ownership, collaboration, and continuous improvement
- Lead end-to-end solution design for complex warehouse automation opportunities
- Partner directly with Sales to shape deal strategy and develop differentiated solutions
- Translate customer requirements into scalable system architectures
- Develop throughput models, layouts, and performance assumptions
- Support RFPs, proposals, and executive presentations
- Lead discovery sessions, site visits, and customer workshops
- Serve as a trusted advisor to stakeholders from operations to executive leadership
- Clearly articulate solution value and differentiation
- Act as the bridge between Sales and Engineering to ensure solutions are executable
- Collaborate with Product and Engineering on roadmap alignment
- Stay engaged through implementation on critical programs
- Develop tools and frameworks for scalable solution design
- Standardize solution modeling and value articulation
- Elevate technical sales capabilities across the organization
Our take
The boom in eCommerce over recent years has created a need for increased productivity in fulfilment, with businesses needing to scale up to remain competitive. Berkshire Grey develops and supplies AI-powered robots for warehouses and fulfilment centres, delivering intelligent, mobile robots for supply chain process automation to increase throughput, lower delivery times, and reduce costs.
Setting up robotics systems can be very costly for companies, which is why Berkshire Grey offers a Robots as a Service (RaaS) model. This enables businesses to automate their processes without a large upfront investment. By using its robots, Berkshire Grey claims, businesses can reduce picking costs by 70-80% and increase throughput by 25-35%—impressive numbers that certainly make it a strong choice for interested parties.
Despite competition from Amazon Robotics and Fetch Robotics, Berkshire Grey has carved out a niche in the growing robotics market. In 2023, the company merged with SoftBank in a $375 million go-private transaction. This merger strengthens Berkshire Grey's capabilities, streamlines operations, and maintains its competitive edge. The merger with SoftBank will enable the company to better serve its customers with its disruptive AI robotics technology, driving efficiency in its operations.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
5% employee growth in 12 months
Company
Funding (2 rounds)
Jan 2020
$263m
SERIES B
Apr 2016
$13.5m
SERIES A
Total funding: $276.5m
Company benefits
- Healthcare - Full medical, dental and vision. Life insurance, gym stipends and wellness programs
- Vacation - We value hard work and we like to have fun. Take time when you need it
- Recognition - Peer shout outs, achievement celebrations and leadership awards let you know you’ve made a difference
- Retirement - Stock options and generous 401(k) matching
- Nutrients - Lunch is delivered daily, a plethora of snacks, gourmet coffee, Soylent, and top-shelf beverages
Company HQ
Bedford, MA
Leadership
David Patatore
(CEO)Previously the CEO of Greyter Water Systems, Adjunct Professor at Brown University, CEO of Fuse and was Fractional CEO at Carbonpoint Solutions.
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