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Channel Sales Manager

United States, United States
Our client is seeking a Channel Sales Manager who will be an integral and high-impact member of the go-to-market team. The Channel Sales Manager who will identify, qualify, and recruit channel partners, followed by selling the client’s solutions to channel partners in their effort to develop decarbonization projects for whom their financing platform is the enabler. Channel partners include large energy performance contractors (ESCOs), regional ESCOs, specialty contractors (lighting, mechanical, etc.) and anyone else selling energy efficiency solutions.
The Channel Sales Manager will work together with Field Sales, Operations and the channel partner to drive new opportunities. They are currently seeking Channel Sales Managers for the mid-west, west, southeast and Texas. Team members must reside in their territory and be willing to travel to meet with customers, partners, and team members; travel could be up to 50%. This position will report to the Vice President of Channels.
Duties and Responsibilities
Lead channel partner facing activity to generate new project opportunities including:
  • Understanding the partner’s corporate strategy, people-network, incentive structures
    • Working to multi-thread via multiple relationships
    • Train them to position the proposition
    • Co-develop marketing content and programs
    • Assist with project identification and qualification
    • Interface with pricing
  • Develop the channel partner network in your territory via cold-calling, networking and other strategies.
  • Coordinate interaction between the field sales team and the channel partner
  • Develop a deep understanding of the products and services
  • Follow project development process, including CRM best-practices
  • Stay up to date on industry developments and competitors
  • Collaborate with colleagues to generate pipeline and launch new products
  • Synthesize customer feedback and market trends back to leadership
  • Represent our client at industry events and conferences
  • Provide exceptional customer service throughout the sales process
  • 5+ years’ experience in indirect (channel) sales in the energy efficiency or clean energy industry, covering front end strategy, project development, construction, and ongoing management of large projects ($1M+) Proven track record of developing organization wide, durable partner relationships
  • History of successful quota attainment selling behind-the-meter energy efficiency products or solutions to ESCOs, lighting contractors, mechanical contractors or other energy efficiency solutions providers
  • Ability to effectively communicate complex value propositions, including command of energy and/or water conservation strategies
  • Strong leadership skills, including the ability to lead indirectly
  • Proficient in MS Excel and PowerPoint
  • Experience using SaaS CRM tools to track activity and targets
  • Bachelor’s degree preferred
Physical Demands
 The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Occasionally lift and/or move up to 25 pounds as well as frequently required to stand, walk, talk and hear. The employee frequently is required to handle, or feel and reach with hands and arms. The employee is occasionally required to sit for computer work for extended periods; regularly climb or balance; and frequently stoop, kneel, crouch, or crawl. Work is performed primarily indoors.
Salary Range and Benefits
Salary is dependent and commensurate with experience and location. Supplemental pay types can include Bonus pay and Commission pay. Benefits include employer paid medical, dental, vision, stock option grants, 401k plan, commuter benefits and an unlimited paid time-off policy.
The above job description is not intended to be an all-inclusive list of duties and standards of the position. Incumbents will follow any other instructions, and perform any other related duties, as assigned by their supervisor.

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