Director, Solutions Engineering

About Berkshire Grey

Berkshire Grey is a leader in intelligent robotic automation that transforms supply chain operations for the world’s largest retailers, eCommerce providers, parcel & logistics companies, and manufacturers. Our mission is to deliver industrial-grade robotic solutions that enable faster throughput, improved labor efficiency, and more resilient warehouse and distribution operations.

Berkshire Grey’s portfolio spans robotic sortation, item picking, and trailer unload solutions, purpose-built to solve real operational challenges at enterprise scale.

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

What We Offer

Competitive compensation with performance-based incentives

Comprehensive benefits including health, dental, vision, and 401(k)

Opportunity to lead a mission-critical function at a category-leading robotics company

Collaborative, fast-paced environment with exposure to executive leadership

Travel

Up to 30–50%, including customer engagements, site visits, and internal collaboration across regions

This role is not eligible for visa sponsorship.

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