Seeking a Director of Channel Sales who will be an integral part of leadership, owning the overall strategy for the channel team. The Director of Channel Sales will report directly to the Senior Vice President of Sales. Duties & Responsibilities The individual’s responsibilities will include:
Responsible for the overall strategy, design, implementation and ongoing management of channel sales team
Identify high-value partners and key potential partners and develop strategies to generate pipeline from those partners
Build the components of a successful channel program including systematic partner outreach, onboarding processes, establishment of shared milestones and targets, sales enablement, training modules and materials
Set short and long term KPIs for the channel team and establish a roadmap towards achieving those targets
Recruit and build a high performing team. Evaluate, train, and support the professional development of team members
Serve as the internal voice of channel partners -- provide feedback to leadership team from partners on products, market conditions, customer expectations and needs to improve our internal process and products
Work cross-functionally with direct and inside sales teams, legal, operations, finance, and marketing to launch sales initiatives, new products, and support pipeline generation
Contribute to and lead internal special projects and strategic initiatives
Experience & Qualifications Qualifications include a proven track record of successfully leading channel sales teams in the renewable energy, energy efficiency, storage or EV charging industries. This position requires high-levels of creativity, strategic thinking and leadership skills to identify and drive some of our top initiatives, while working cross-functionally with our Sales, Finance, Operations, and Legal teams. The Director of Channel Sales is responsible for managing key relationships with our partners and is the primary point of contact for partners (externally and internally). The successful individual will also need to demonstrate:
Must have experience designing and implementing channel sales programs, from front end strategy to implementation and ongoing management
10+ years of experience in, channel sales, account management, direct sales, consulting, or partnerships, in the energy efficiency or clean energy industry with increasing responsibility
Experience successfully managing people, creating a positive team environment where team members are successful and motivated to perform
Ability to effectively communicate complex value propositions including strong command of financial concepts and ability to explain those concepts to others in a straight-forward effective manner
Exceptional communications and strong interpersonal skills that can serve as a senior representative in a wide range of partner and customer discussions
Strong leadership skills including the ability to lead indirectly (i.e., get things done by working effectively with other internal and external parties)
Proficient in MS Excel and PowerPoint
Experience using SaaS CRM tools to track activity and targets