Description:
The Strategic Account Manager will focus on developing and managing a network of commercial partners, including distributors and installers. This role involves fostering strong relationships with existing partners while onboarding new ones to expand the organization’s market presence in energy storage solutions. Success in this position requires executing a comprehensive business strategy that drives revenue growth, client retention, and sales performance within the distributed energy generation sector.
Key Responsibilities
Essential duties include, but are not limited to:
- Partner Network Development: Expand the partner channel by onboarding new distributors and installers each quarter.
- Partner Relationship Management: Increase the organization's share of business with existing partners by understanding partner economics and crafting tailored strategies to enhance product adoption and sales.
- Strategic Planning: Collaborate with partners to develop and implement joint business plans to drive revenue and market share, including:
- Negotiating supply agreements.
- Conducting product training sessions.
- Participating in joint sales calls and supporting deal closures.
- Organizing co-marketing and demand generation campaigns.
- Introducing and integrating new products into partner portfolios.
- Sales Cycle Ownership: Manage the entire sales process, from identifying leads to addressing obstacles and closing opportunities.
- Market Growth: Recommend and execute sales strategies to increase market share within the commercial distributed generation segment.
- Partner Relations: Act as the primary point of contact for partner-related issues, resolving concerns proactively and reactively.
- Industry Engagement: Represent the organization at trade shows and conferences, fostering new and existing partner relationships, conducting meetings, and managing the sales booth.
- Pricing Strategy: Provide insights on pricing strategies and gather feedback from partners to ensure competitive positioning.
Requirements
- Minimum of 10 years of proven B2B sales experience in renewable energy, with a focus on commercial solar, energy storage, energy management systems, and microgrids.
- Familiarity with commercial solar and storage installation processes and products.
- Experience working on commercial building projects and project management.
- Strong leadership skills with a track record of accountability for individual and team performance.