Partners with sales, engineering, vendors, and customers to define warehouse robotics solutions. Leads technical discovery, site visits, system design, ROI modeling, proposals, test plans, and executive presentations. Supports solution scoping, WCS/WMS integrations, statements of work, MSA negotiations, implementation planning, and post-sale technical advising while feeding customer insights to Product.
We are a fast-paced Series A startup growing our team of dynamic builders, tech-enthusiasts, and compassionate professionals on a mission to deploy AI-powered robotic solutions that make supply chain operations more human-friendly and efficient.
We're seeking a Solutions Engineer to join our Sales team as we develop and deploy robots that empower people to handle more. The Solutions Engineer will bridge the gap between prospects and engineering, leading technical discovery, designing tailored solutions, and proving out ROI before a robot ever hits the floor. In this role, you will partner closely with the VP of Sales and Director of Sales to drive the technical backbone of our largest, most complex deals.
In this role you will:
- Uncover, understand, and clarify customer requirements pertaining to implementation of warehouse robotics
- Prepare customer-specific proposals and business cases, including system design, key requirements, ROI analysis, and timelines that speak the language of both operations and finance leadership
- Perform site visits at prospective and existing customer facilities to gather requirements and validate application data
- Work with vendors and engineering to scope customer-specific pieces of the solution, such as scan tunnels, input conveyance, grippers, and software integrations
- Specify and carry out customer and application specific test plans
- Build and update customer-facing presentations and proposal materials used in executive-level buying conversations
- Act as a trusted technical advisor to accounts post-close by communicating product updates, explaining machine behavior, and feeding customer and competitive intelligence back to Product
- Support MSA/contract negotiations in collaboration with Engineering and Product, ensuring technical scope is accurately reflected in commercial terms
You are a good fit if you have:
- Eagerness to learn, solve challenging problems, and lead with curiosity
- A desire for career growth and ownership of your work
- 3+ years of experience as a solutions engineer, sales engineer, or applications engineer in warehouse robotics, automation, or material handling, including direct experience writing statements of work and gathering requirements through site visits
- Demonstrated experience supporting sales cycles involving Tier 1 accounts (e.g., Amazon, Walmart, Target, Costco, UPS, FedEx, USPS, DHL, major 3PLs), either as the technical lead or in close partnership with an Account Executive
- A BS in Mechanical Engineering or a related technical field, with strong writing and presentation skills that turn complex technical information into clear, concise communications for engineers and executives alike
- Experience building executive-level business cases and ROI models
- Working familiarity with MSAs/SOWs and multi-site enterprise contract structures, 2D CAD experience (AutoCAD LT, BricsCAD, or similar), and strong Excel or Google Sheets proficiency
- (BONUS) Experience specifying WCS/WMS integrations, familiarity with DC design and operational KPIs, or existing relationships with supply chain and automation leaders at Tier 1 accounts
In addition to competitive compensation, we offer benefits such as:
- Competitive base salary with a commission plan and significant earning potential
- Health, dental, and vision insurance
- 401k with 5% matching by Ambi
- Equity ownership
- Unlimited PTO
Ambi Robotics is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We encourage and embrace applicants of all backgrounds to apply!
Position title and base compensation will be matched to applicant's experience.
Disclaimers
Ambi Robotics provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.
Ambi Robotics Emeryville, California, USA Office
Emeryville, CA, United States
Ambi Robotics Berkeley, California, USA Office
Berkeley, CA, United States, 94710
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