Berkshire Grey · 2 days ago
Vice President of Partner Success
United States
Full-time
Remote
Director/Executive
10+ years expBerkshire Grey is a leader in intelligent robotic automation that transforms supply chain operations. They are seeking a seasoned Vice President of Partner Success to scale their global partner ecosystem and lead a high-impact Partner Success organization, focusing on enabling revenue growth and ensuring strategic partners are successful.
Artificial Intelligence (AI)Industrial AutomationRoboticsSoftware
Responsibilities
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
Qualification
Required
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
Health
Dental
Vision
401(k)
Company
Berkshire Grey
Berkshire Grey develops a materials handling system intended to automate omnichannel fulfillment.
201-500 employees
H1B Sponsorship
Berkshire Grey has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (24)
2024 (24)
2023 (12)
2022 (39)
2021 (14)
2020 (16)
Funding
Current Stage
Public CompanyTotal Funding
$428MKey Investors
Khosla Ventures
2023-03-24Acquired
2021-07-22Post Ipo Equity· $165M
2021-07-22IPO
Leadership Team
Mark Fidler
Chief Financial Officer
Jessica Pincomb Moran
SVP and General Manage
Recent News
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Company data provided by crunchbase