Vice President of Partnerships - Bedford, Massachusetts, United States

Vice President Partnerships · 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 del ...

Job description

Vice President Partnerships

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 Vice President Partnerships to own and scale our global partner ecosystem and lead a high-impact Partner Success organization. This role is responsible for enabling revenue growth, accelerating Partner related go-to-market execution, and ensuring our strategic partners are fully enabled and incentivized to identify, sell, deliver, and support Berkshire Grey solutions.

This role goes beyond partner management - it is a player-coach leadership position responsible for building and managing a small, high-performing Partner Success team while personally maintaining senior-level relationships with system integrators, OEMs, and strategic partners across the warehouse automation and sortation ecosystem.

The ideal candidate brings deep industry credibility, an established network in warehouse automation and sortation, and a strong understanding of how system integrators and OEMs design, sell, and deliver large-scale automation solutions. This leader will work cross-functionally with Sales, Solutions, Product, Engineering, and Customer Success to ensure partners are aligned, enabled, and successful.

Key Responsibilities

Partner Strategy & Leadership

• 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.

Go-To-Market & Revenue Acceleration

• 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.

Solution Alignment & Industry Expertise

• 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.

Partner Enablement & Performance Management

• 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.

Cross-Functional Collaboration & Advocacy

• 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.

Qualifications & Experience

• 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).

What We Offer

• Competitive executive-level compensation with performance-based incentives.
• Comprehensive benefits including health, dental, vision, and 401(k).
• Opportunity to shape and scale a critical go-to-market function at a category-leading robotics company.
• Collaborative, fast-paced culture with direct exposure to executive leadership and strategic decision-making.

Travel: Up to 50%, including partner meetings, customer engagements, and industry events.

If you are a proven industry leader with deep warehouse automation expertise and a passion for building high-impact partnerships, we invite you to help shape Berkshire Grey's partner ecosystem and drive the next phase of growth.

This role is not eligible for visa sponsorship.

PVA