Vice President of Partnerships

Role Overview

• Define and execute Berkshire Grey’s Partner Success strategy aligned with company growth objectives.
• Serve as the leader of strategic partner relationships, acting as the primary escalation point for senior partner stakeholders.
• Build, lead, and mentor a small Partner Success team responsible for day-to-day partner engagement, enablement, and execution.
• Establish clear partner segmentation, engagement models, and governance frameworks.
• Drive partner-sourced and partner-influenced pipeline growth across Retail, eCommerce, Parcel, 3PL, Healthcare, and adjacent verticals.
• Work directly with partner sales teams to identify, qualify, and pursue joint opportunities.
• Ensure effective opportunity handoff between partners and Berkshire Grey Sales and Solutions teams.
• Support complex, enterprise-scale sales cycles involving robotic sortation and automation solutions.
• Collaborate closely with partner solution architects and engineering teams during early-stage design and concept development.
• Assess solution fit, architecture alignment, and commercial viability of joint opportunities.
• Provide deep subject-matter expertise in warehouse automation, sortation systems, and integrated robotics solutions.
• Maintain a strong pulse on industry trends, competitive dynamics, and evolving customer requirements.
• Develop and oversee partner onboarding, training, and ongoing enablement programs.
• Ensure partners are equipped with the tools, messaging, and technical knowledge required to successfully position Berkshire Grey solutions.
• Define, track, and report on partner KPIs including pipeline, bookings, win rates, and customer outcomes.
• Lead Quarterly Business Reviews (QBRs) with key partners and internal stakeholders.
• Act as the voice of the partner internally, ensuring feedback informs product roadmap, solutions development, and GTM strategy.
• Collaborate with Marketing to support partner-focused messaging, events, and joint marketing initiatives.
• Represent Berkshire Grey at industry events, conferences, and executive partner meetings.

Requirements

• 10–15+ years of progressive experience in partner management, business development, or enterprise sales within warehouse automation, robotics, or conveyance systems.
• Demonstrated success working with system integrators and automation OEMs in complex, capital equipment sales cycles.
• Deep understanding of warehouse automation and sortation markets, including system design, procurement, and deployment models.
• Established industry relationships with integrators, consultants, and technology partners.
• Proven ability to lead, mentor, and scale small, high-performing teams.
• Strong presence with exceptional communication, negotiation, and relationship-building skills.
• Entrepreneurial mindset with a hands-on, results-oriented approach.
• Bachelor’s degree in Engineering, Business, or related field (MBA a plus).

Benefits

• Competitive executive-level compensation with performance-based incentives.
• Comprehensive benefits including health, dental, vision, and 401(k).
• Opportunity to shape and scale a critical go-to-market function at a category-leading robotics company.
• Collaborative, fast-paced culture with direct exposure to executive leadership and strategic decision-making.
• Travel: Up to 50%, including partner meetings, customer engagements, and industry events.