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. 7214-2602PV