Director, Partner Success

Berkshire Grey Inc. • Bedford, MA

68d

About The Position

Berkshire Grey is a leader in robotic automation solutions that transform supply chain operations. Our mission is to help the world's largest retailers, eCommerce providers, parcel & logistics companies, and manufacturers achieve higher efficiency, speed, and resiliency by leveraging advanced robotics and AI-powered automation. Our systems power automation in robotic sortation, item picking, and trailer unload - enabling customers to achieve measurable improvements in throughput, labor utilization, and overall operational performance. We are seeking an experienced and strategic Director of Partner Success to help drive Berkshire Grey's go to market initiatives. In this role, you'll be at the forefront of our mission which focuses on delivering industrial-grade innovative solutions to our customers. Your primary responsibilities will be to accelerate BGs' growth through the overall management of our strategic partners so that they are well equipped to seek, close, manage, and delight our prospects and customers. The ideal candidate will combine deep industry knowledge with customer relationship-building skills, and the ability to collaborate across business development, solutions, product, and engineering teams. This individual will play a critical role in expanding Berkshire Grey's footprint across Retail, eCommerce, and other related verticals.

Requirements

• 7+ years of proven experience in partner management or sales development in the warehouse automation and conveyance market.
• Entrepreneurial mindset and a hands-on approach.
• Understands how System Integrators and warehouse automation OEMs develop successful customers.
• Experience managing large scale warehousing automation programs or sales cycles.
• Established contacts and relationships in the warehouse automation industry.
• Deep understanding of warehouse automation, supply chain technology, and robotics solutions.
• Effective verbal and written communication skills.
• Strong networking and negotiation skills.
• Bachelor's degree in business, Engineering, or related field.

Responsibilities

• Develop and manage the day-to-day business with strategic partners.
• Serve as the primary point of contact for partner inquiries, escalations, and strategic discussions.
• Work closely with partner's solution architect or equivalent solution design teams on early-stage design concepts to determine whether there is a fit for the BG solutions.
• Work with partner's sales teams to identify and pursue potential customers that would benefit from a joint partner + BG solution.
• Understand partners' business goals, challenges, and opportunities to provide tailored support and solutions.
• Collaborate with cross-functional teams to develop and deliver partner training, resources, and tools.
• Support partner onboarding, integration, and ongoing utilization of our products or services.
• Work closely with internal stakeholders to develop and execute strategic plans for partner growth and retention.
• Identify new opportunities for partnership expansion and revenue generation.
• Facilitate partner sales opportunities handover to BG sales and solution architecture team.
• Develop and monitor key performance indicators (KPIs) and metrics to track partner success and identify areas for improvement.
• Organize Quarterly Business Review meetings with each customer account and key parties internally to support.
• Communicate regularly with partners to provide updates, gather feedback, and ensure alignment on objectives.
• Represent the company at industry events, conferences, and partner meetings to strengthen relationships and drive collaboration.

Benefits

• Competitive compensation package with performance-based incentives.
• Comprehensive benefits including health, dental, vision, and 401(k).
• Opportunity to shape the brand and growth trajectory of a leading robotics company.
• Collaborative, innovative culture with strong career growth potential.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Industry: Machinery Manufacturing
• Number of Employees: 251-500 employees