Principal Solutions Architect (Pre-sales)

Berkshire Grey, Inc.; Bedford (MA); On-site; USD 140,000 - 230,000; Full time

Job summary

Berkshire Grey, Inc. in Massachusetts seeks a Principal Solutions Architect to lead design of intelligent automation systems that optimize customer operations.

You will analyze complex data and processes to ensure scalable solutions across presales cycles, collaborating with customers and internal teams. Responsibilities include guiding pre-sales interactions, developing PoC plans, and shaping solution strategy with product management.

Qualifications

• BS degree in industrial engineering or related field.
• Experience designing warehouse automation, especially conveyors.
• Strong business acumen and customer-focused mindset.
• Ability to interface with customers and internal teams effectively.
• Travel 25%+ as required.

Responsibilities

• Pre-Sales Customer Interaction: analyze data, propose solutions for customer applications and craft responses to support the sales process.
• Prototype Development: define PoC scope, manage development activities, and transition systems to engineering and operations.
• Solution Application Strategy: identify new opportunities, collaborate with product management on feature prioritization and commercialization, and contribute to best practices.

Skills

Business acumen

Customer engagement

Stakeholder communication

Travel readiness

Education

BS degree in IE or related

Tools

MS Excel

MS Project

AutoCAD

SolidWorks

Job description

Job Summary

The Solutions Design Team is seeking an innovative and solutions-focused Principal Solutions Architect to lead the design of intelligent automation systems that leverage our technology to optimize customer operations. In this role, you will analyze complex data and processes to ensure the performance and scalability of our solutions, collaborating with customers and internal teams throughout the presales cycle. Success in this position requires strong technical problem-solving skills, effective project management, and the ability to clearly communicate complex concepts to both internal and external stake holders.

Responsibilities

• Pre-Sales Customer Interaction
  • Analyze customer data, conduct engineering analyses and propose solutions for specific customer applications.
  • Collaborate with customers to analyze and manage requirements to deliver meaningful business value.
  • Compose in-depth technical response documents and provide customer presentations to support the sales process.
  • Work with Sales to identify new application areas and, with Marketing, create compelling messaging and demonstrations that attract new customers/prospects.
  • Work with Program Engineers to ensure accurate solution development and deployment in post-sales phase.
• Prototype Development
  • Analyze customer requirements, define and propose Proof-of-Concept, manage POC development activities, and transition systems to engineering & operations.
  • Recommend ways to apply new technologies and solutions that will maximize their value to customers and Berkshire Grey.
  • Assess the feasibility of POC/development ideas and collaborate with engineering team to determine design limitations and opportunities.
  • Define POC solution architecture, technical requirements and technical risk mitigation plans.
• Solution Application Strategy
  • Identify new solution / product opportunities or new applications of existing products through customer contact and market knowledge.
  • Collaborate with Product Management on solution feature prioritization and commercialization strategy.
  • Work on enhancement requests, gather business requirements, and collaborate with Product Management on functional design documents.
  • Contribute to continual improvement of best practices, tools and techniques for more effective product usage.

Requirements

• BS degree in industrial engineering, operations or related field.
• Experience designing warehouse automation particularly conveyor layouts.
• Strong business acumen.
• Ability to work with MS Excel, MS Project and technical drawings (AutoCAD, Solidworks, etc).
• Comfortable working with mechanical systems.
• Develop models as required to solve complex problems.
• Understand use of operational and financial metrics to drive business decisions.
• Ability to interface with customers successfully and professionally.
• Can communicate effectively with both engineering and operational teams.
• Ability to travel 25%+

This role is not eligible for visa sponsorship.