Director Solutions Engineering
Berkshire Grey
United States
Company Overview:
Berkshire Grey is a leader in AI-powered robotic solutions that automate fulfillment, supply chain, and logistics operations. Our technology transforms pick, pack, move, and sort operations to deliver unmatched efficiencies to customers in retail, eCommerce, and logistics. At Berkshire Grey, we drive productivity while reducing costs, creating exceptional customer experiences, and enabling better employee engagement.
Role Overview
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.
Key Responsibilities
Solutions Engineering Leadership
- 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
Solution Design & Deal Enablement
- 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
Customer Engagement & Technical Leadership
- 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
Cross-Functional Collaboration & Execution
- 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
Go-To-Market Enablement & Continuous Improvement
- Develop tools and frameworks for scalable solution design
- Standardize solution modeling and value articulation
- Elevate technical sales capabilities across the organization
Qualifications & Experience
- 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
Why Berkshire Grey?
- Opportunity to work with cutting-edge AI-powered robotic solutions that are transforming the supply chain and logistics industry.
- A culture of innovation and collaboration, with a commitment to professional development and growth.
- Competitive compensation and comprehensive benefits package.
I acknowledge that Berkshire Grey is an Equal Opportunity Employer, and Berkshire Grey prohibits discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, and any other protected characteristic as outlined by state, federal or local laws.
I also acknowledge I have been informed that it is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.