Proactively leads a joint product development and partner planning process that develops joint product specification and supporting collateral, mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
Develops and executes partner agreements (e.g., joint development, joint integration) and ensures partner and company compliance with those agreements.
Sells partner-integrated products through and with partner organizations to end users in coordination with internal and external sales resources.
Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
Designs and manages targets in collaboration with sales to deliver on volume and profitability metrics for partner accounts.
Establishes productive, professional relationships with key personnel in assigned partner accounts.
Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.
Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
Leads solution development efforts that best address end user needs, while coordinating the involvement of all necessary company and partner personnel.
Proactively recruits new qualifying partners.
Maintains high partner satisfaction ratings that meet company standards.
Enlists the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed.
Works closely with customer service representatives to ensure customer satisfaction and problem resolution
MBA / Master’s degree preferred
At least 5 years previous work experience, preferably in clean-tech and the utility energy industry. Experience with energy storage would be of great value.
Strong communication skills, i.e., writing, powerpoint, and public speaking
Proven ability to significantly grow strategic partnerships in a consultative selling, competitive product, and competitive price environment.
Ability to think ahead, plan and communicate plans over a 1-2 year time span.
Ability to organize and manage multiple priorities maximizing the effectiveness of resources.
Strong customer orientation.
Excellent interpersonal and communication skills including presentation skills
An acute business sense and entrepreneurial spirit