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Director of Channel Sales

Remote, USA
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

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