Director of Channel Management

3 weeks ago

Menlo Park, United States Mainspring Energy, Inc. Full time
Director of Channel Management - Latin America & Caribbean

Driven by our vision of the affordable, reliable, net-zero carbon grid of the future, Mainspring has developed a new category of power generation — the linear generator — that delivers local, scalable, and fuel-flexible power to help accelerate the transition to the net-zero carbon grid.

The unique combination of attributes offered by Mainspring’s linear generator enables applications on both the commercial and utility sides of the meter for the $816B global electricity equipment market. We serve a wide range of Fortune 500 customers across markets and industries as well as top-tier utilities and other gridside providers.

We are looking to build relationships with people who share our values:

Pragmatic Optimism. Building a new category of world-class power generation requires the optimism of ambition and creativity, balanced with practicality to solve problems efficiently. The challenges that arise are opportunities for growth.

Excellence without Ego. We bring expertise and commitment to creating the best customer experience, from sales to deployment and service, just as we apply deep technical rigor to building and delivering world-class products. We strive for excellence and behave as leaders with the humility to acknowledge our challenges, both collectively and as individual contributors.

Proactive Collaboration. The integration and cross-disciplinary nature of Mainspring’s business requires intentionally seeking out others who bring different skills, perspectives, and priorities. Our culture of inclusion and respect extends beyond our team to interactions with our partners and customers.

Mainspring is based in Menlo Park and has partnered with top-tier investors and utilities such as Khosla Ventures, Bill Gates, NextEra, and American Electric Power. More information can be found at www.mainspringenergy.com.

Responsibilities

We are seeking a dynamic person who can help accelerate our growth into the Caribbean, Mexican, and Latin American markets and ensure an excellent customer experience with Mainspring Energy.

Reporting to the Senior Director of Channel Partnerships, you will work cross-functionally with sales, product, policy, finance, marketing, and project delivery teams to grow our behind-the-meter businesses across multiple dimensions. As a key member of the commercial team, you will work with leadership to develop the strategy and implementation of a formal channel sales program for Mainspring to drive future growth. Mainspring is a high-growth organization and this role can serve as a prelude to a wide variety of future positions at Mainspring as we expand globally.

Key responsibilities of the Director of Channel Management will:

  1. Assess market environment and identify potential partners, distributors, and resellers that align with Mainspring’s channel strategy for behind-the-meter markets in the Caribbean, Mexico, and Latin America.
  2. Act as the primary point of contact for channel-related inquiries and support.
  3. Identify, engage and contract with teaming partners and direct other Mainspring sales professionals in the outreach. Integrate the management and support of Mainspring’s direct sales team into channel management plans as appropriate.
  4. Ascertain the sales enablement, marketing, training, product, and O&M support needs of each channel and develop plans to deliver support as required.
  5. Create, organize, and deliver training to a variety of channel partner representatives, i.e. sales, technical, marketing, service. Determine the optimal platforms for the delivery of training to optimize reach and effectiveness.
  6. Coordinate with Mainspring’s marketing team to develop co-marketing campaigns, promotions, and initiatives that align with our overall business strategy.
  7. Continuously monitor channel partners' performance using key performance indicators (KPIs) such as sales revenue, market share, and response time to inquiries.
  8. Prepare regular reports and presentations to communicate channel performance and progress towards our mutual goals, and any challenges that require senior leadership engagement.
  9. Regularly assess and refine channel management processes and practices to optimize efficiency, effectiveness, and alignment with Mainspring’s objectives.

Qualifications

Action-oriented with a positive attitude, willingness to take initiative, accountable, and able to communicate across departments.

MS/MBA/PhD highly preferred, bachelor’s degree required. Quantitative education and background with exposure to sales, marketing, and finance preferred.

Total work experience greater than 15 years (advanced degrees counting towards experience), with at least five years in distributed energy markets in the Caribbean, Mexico, and Latin America.

Demonstrated success selling products, services, or concepts in complex environments with multiple customer stakeholders, able to maintain key account relationships. Possession of relationships with leading energy developers, integrators, owners, and operators is highly preferred.

Experience generating and implementing go-to-market strategies in the energy space, with a preference for microgrids or distributed energy equipment components (solar, batteries, natural generators, fuel cells, etc).

Comprehensive analytical and problem-solving skills. Able to analyze complex issues and data and synthesize to provide clear recommendations to internal and customer teams.

Ability to multitask and work under tight deadlines with strong project management, organizational, analytical, and coordination skills.

Experience with financial models and energy markets (financial modeling, rate analysis), comfort with basic project finance concepts.

Demonstrated ability to lead cross-functional teams in a high-growth environment.

The Bay Area salary for this role is $210k-$230k base + bonus + pre-IPO stock options + benefits. This position can be remote. The salary will be adjusted to reflect local market conditions based on employee location as well as the experience of the employee.

In more traditional words, Mainspring Energy, Inc is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

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