Channel and Partnerships Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop and implement a national channel strategy aimed at electrical distributors, wholesalers, and VARs.

• Cultivate and maintain executive-level relationships with major electrical distributors and wholesalers.

• Identify, evaluate, and onboard new distribution and VAR partners.

• Establish and uphold a tiered partner program with defined requirements, margins, and benefits.

• Negotiate and oversee MSAs, pricing and margin structures, stocking agreements, and multi-year partner commitments.

• Lead the onboarding process for new partners, including contracts, pricing agreements, product training, and systems access.

• Coordinate technical and sales training in collaboration with Product Marketing and Sales Engineering.

• Develop co-branded sales tools, battle cards, and enablement content.

• Own and increase national distribution and VAR channel revenue targets.

• Drive stocking orders and achieve sell-through to quota.

• Create joint business plans with top-tier partners.

• Manage deal registration, pricing and discount approvals, quoting and purchase order processes, and channel conflict resolution.

• Collaborate with Territory Sales Managers on joint calls, branch visits, and account mapping.

• Identify and activate branch-level and project opportunities, then transfer and co-sell with TSMs.

• Execute co-op marketing campaigns, trade shows, webinars, and lead-sharing initiatives with the Marketing team.

• Assist partners with bids, RFPs, and utility and incentive program opportunities.

• Maintain channel forecasts, pipeline data, and partner performance dashboards in CRM.

• Act as the primary point of contact between partners and internal teams.

• Monitor competitor channel programs, pricing, and partner terms, providing market feedback.

• Conduct regular QBRs with key distribution and VAR accounts.

• Travel nationally approximately 30–50% to visit partners, attend industry events, and support field sales activities.

⛳️ Requirements

• 8+ years of experience in channel sales, distribution management, or partner and VAR management.

• Ideally experienced in EV charging, electrical products, renewable energy, HVAC, lighting, controls, or related hardware and technology sectors.

• Proven success in recruiting and scaling a national partner network while meeting or exceeding channel revenue targets, with verifiable achievement against stocking, sell-in, and sell-through objectives.

• Knowledge of electrical distribution channels and/or VAR and systems integrator business models.

• Established relationships with electrical wholesalers and distributors with a history of converting them into measurable sell-through.

• Experience independently negotiating and closing MSAs or multi-year agreements.

• Strong understanding of distribution economics, including margin structure, rebates, stocking programs, inventory turnover, and credit terms.

• Familiarity with CRM and channel management tools (e.g., Salesforce) for pipeline, deal registration, and reporting.

• Experience with quoting and CPQ processes.

• Excellent negotiation, partner management, and cross-functional collaboration skills.

• Willingness and ability to travel domestically 30–50% of the time.

• Bachelor’s degree in Business, Marketing, Engineering, or a related field, or equivalent professional experience.

• Direct experience in the EV charging industry is preferred.

• Familiarity with EV charging incentive programs is preferred.

• Existing relationships with EV-focused VARs, installers, electrical contractors, and EPCs are preferred.

• Experience in developing or scaling a formal partner tier program and MDF process is preferred.

🏝️ Benefits

• Industry Leader: We are paving the way in the EV charging revolution, constructing crucial infrastructure for a sustainable future.

• Innovation-Driven: We are dedicated to continuously advancing cutting-edge technology to enhance the EV charging experience.

• Growth Opportunity: Join a fast-growing company in one of the world's most rapidly expanding industries.

• Mission That Matters: Each day, we contribute to reducing carbon emissions and fostering a cleaner planet.