Strategic Account Director

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

📋 Description

• Drive revenue generation from SPAN’s most significant solar and storage partners.

• Oversee task execution, training, sales enablement, marketing and events, program roadmap alignment, and strategic initiatives.

• Act as the main point of contact for partnerships and cultivate trusted relationships with partners.

• Comprehend partner requirements and provide tailored energy management solutions that enhance their business growth.

• Gain proficiency in partner operations, reporting frameworks, and strategic objectives.

• Facilitate regular Quarterly Business Reviews (QBRs) and Executive Business Reviews (EBRs) with partner counterparts and leadership.

• Monitor partnership performance across various markets, products, and use cases.

• Direct activation priorities and resource allocation.

• Define and implement joint programs, promotions, and offerings.

• Integrate collaborative initiatives into partner commercial operations.

• Advocate for partner priorities and feedback to SPAN Product.

• Coordinate joint roadmaps, release schedules, and launch strategies.

• Optimize training and activation events within the partner’s field sales organization.

• Prioritize markets, events, and messaging with leadership while assessing sales and conversion impacts.

• Deliver precise sales forecasts, achieve or surpass account quotas, and oversee financial performance.

• Manage operational cadence encompassing forecasts, orders, deliveries, and inventory.

• Collaborate across departments with Product, Operations, Marketing, and Finance.

⛳️ Requirements

• 7+ years of experience in strategic account management, channel partnerships, or B2B sales/operations with contractors in the solar & storage or broader home services sector.

• Proven ability to manage a large, intricate partner account, balancing forecasting, order management, program execution, and relationship maintenance.

• Comfortable engaging with corporate leaders, cross-functional teams, regional stakeholders, and field-level personnel at a large national organization.

• Strong commercial acumen, analytical abilities, and operational expertise.

• Solid technical proficiency with experience in selling or supporting hardware and software solutions.

• Capability to develop and implement joint program roadmaps while involving key stakeholders.

• Ability to thrive in a fast-paced startup environment.

• Established history of effective collaboration with Product, Operations, Marketing, and other stakeholders.

• Proficient in Salesforce CRM, including sales forecasting, account management, and opportunity management.

• Excellent verbal and written communication skills.

• Positive attitude, strong team-player mindset, and enthusiasm for scaling residential energy management solutions.

• Up to 50% travel may be necessary.

• Bonus: Experience with a product manufacturer in renewables or HVAC markets within a two-step distribution sales model.

• Bonus: Experience managing a key or flagship account within a larger channel or partnership organization.

🏝️ Benefits

• Equity grants.

• Commission.

• 100% employee coverage for base medical, dental, and vision plans.

• Options for additional coverage.

• Parental leave of up to twenty-four (24) weeks based on eligibility.

• Comfortable, sunny office environment situated near BART and Caltrain public transit.

• Employee Resource Groups.

• Monthly social gatherings.

• SPANcakes recognition breakfast.

• Lunch and learns.

• Flexible working hours.

• One holiday per month.

• Flexible time off.