• Build and execute a territory plan that targets school districts, education service districts (ESDs), resellers, and state-level buying groups. • Develop a healthy pipeline by driving outbound prospecting, responding quickly to inbound leads, and coordinating with channel partners. • Identify refresh cycles, funding windows, and device adoption trends (Chromebooks, iPads, Windows devices) to prioritize high-propensity accounts. • Lead all district-facing sales efforts: discovery calls, needs assessments, product demos, pricing discussions, and proposal delivery. • Build strong relationships with District Tech Directors, CIOs, IT staff, curriculum leads, and procurement teams. • Provide consultative guidance on protective cases, accessories, deployment planning, warranties, and lifecycle management. • Work collaboratively with reseller partners to drive joint pipeline creation and close deals. • Own the full sales cycle from lead creation through close. • Prepare quotes, proposals, and RFP responses with accuracy and urgency.

• 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.

• Take care of existing clients • Support them in getting the most out of our platform • Build long-term partnerships, understand client needs, and advise them on use cases • Spot opportunities for upsell and cross-sell within client organizations • Handle contract renewals and prepare tailored commercial proposals • Negotiate deals and close agreements based on client-specific sales plans • Act as the go-to escalation point for business-related issues • Coordinate with internal teams (Customer Support, Product, Implementation) • Collaborate with Product and Marketing teams to advocate for client needs

• You own the full B2B sales cycle in BeNeLux: discovery, tailored demos, negotiation, and closing • You build sustainable pipeline via inbound lead follow-up and creative outbound (e.g. email, phone, LinkedIn, events, Webinars) • You qualify and progress opportunities using structured discovery, clear success criteria, and momentum to decision • You work data-driven in HubSpot, keeping your pipeline clean, forecasting accurate based on real customer data and prioritization • You analyze and adapt how amber’s AI platform delivers measurable efficiency gains and better decision-making for potential customers, solving their real life problems • You navigate multi-stakeholder buying centers (e.g. IT, Security, Operations) and show them, how amberSearch, amberAI and amberAgents make their life easier • You collaborate with Marketing, Product, and Customer Success to bring in market insights from the region and drive long-term relationships and expansion across BeNeLux