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.