Associate Director - Channel Sales

San Diego, CA
Full Time
Business Development
Senior Manager/Supervisor

Scope of Job
PowerFlex, an EDF power solutions company, is a leading national provider of intelligent onsite energy solutions that support cost-effective and low-carbon electrification and transportation. We deliver integrated solar, storage, EV charging, and microgrid systems, to businesses and organizations. As a single full-service provider, PowerFlex customizes clean technology solutions to help clients achieve their energy and sustainability goals. Through the comprehensive PowerFlex X platform, based on proprietary technology, PowerFlex leverages patented smart software to control, monitor, and optimize a client's distributed energy resources to reduce cost and maximize return on investment. Our technology is deployed at scale to prominent commercial customers such as Adobe, DHL, Prologis, Target, and municipalities such as County of LA. PowerFlex is a top 5 provider in each of Commercial Solar, Storage and EV Charging in the US.

The Associate Director - Channel Sales, will build and manage a network of strategic relationships with 3rd party Sales Representatives, Distributors, and Channel Partners in order to generate, manage, and contract a pipeline of EV Charging Station Hardware and Software and Support Sales. Operating as a subject matter expert for Electric Vehicle Charging Station Infrastructure, on a day-to-day basis you will be responsible for managing Channel Partner relationships by coordinating training, coordinating project pipeline , supporting sales calls, generating quotes, processing POs, and developing forecasts in order to indirectly increase PowerFlex sales coverage in key markets across North America. In the longer term, you will be responsible for identifying new opportunities for expansion and then developing and executing a strategy to increase PowerFlex Hardware and Software sales in new markets and verticals.  

Internally, you will work closely with PowerFlex sales operations and logistics teams to support the management and improvement of tools, processes, and platforms that allow PowerFlex to sell effectively at scale. Similarly, working close with PowerFlex’s hardware development and digital teams will help to refine and improve the hardware and software offerings to meet the evolving needs of the EV Charging market and 3rd party resellers. You will define both the operational needs and product requirements for not only final customers, but also PowerFlex’s partners. You will meet regularly with relevant internal teams to develop goals and KPIs, which in conjunction with external sales targets and strategies will be presented to the Executive Management team on a regular basis.

Location
This role is open to be a hybrid role out of one of our offices (Mountain View, CA, San Diego, CA or New York, NY.) 

Responsibilities

  • Identify, vet, negotiate and contract with Value adding resellers, distributors, and other potential partners to build PowerFlex’s sales presence in key geographic markets.
  • Meet regularly with Channel Partners to forecast sales pipeline, provide product information, support product training, coordinate EVC purchase orders, invoices, and equipment deliveries. 
  • Support PowerFlex Partners on customer calls as a subject matter expert on PowerFlex EVC product and software offerings.
  • Continue to build PowerFlex Partner network by Identifying new channel partner verticals, developing and executing outreach strategies through (but not limited to) cold calling, email campaigns, networking and participating in trade shows and conferences.
  • Lead collaboration with marketing teams to coordinate outreach campaigns, create marketing materials, lead webinars, and gain market insights to generate leads for the Channel Partner network. 
  • Work with the PowerFlex hardware management team to identify customer and channel partner product needs and preferences that can be used in product road map planning.
  • Coordinate with internal SMEs across multiple disciplines in order to develop creative problem solving and solutions to meet challenges of difficult project sites, changing customer requirements, varying channel partner capabilities, and evolving product capabilities. 
  • Provide strategic direction for new internal processes in regard to: to automated fulfillment processes, invoice and payment processing.  
  • Coordinating with internal teams to lead quarterly business reviews for executive management team, presenting progress on strategic initiatives, updates on pipeline, and P&L figures. 

Qualifications
Education/Experience

  • Bachelor's Degree in Engineering, Business Administration or equivalent work experience required
  • MBA or advanced degree a plus
  • 5+ years of sales experience, 3 of which are focused on EV Charging, in Product/Hardware Sales through 3rd party representatives, channel partners, and distributors. 
  • Experience with Salesforce or other, similar Customer Relationship Management Platforms
  • Proven Experience working cross-functionally and with the leadership team. 

Skills/Knowledge/Abilities

  • Ability to work independently without close supervision by effectively prioritizing, multi-tasking and being an energetic self-starter and problem solver
  • Proven track record of successfully developing and executing strategies to build a network of 3rd Party product representatives, channel partners, and distributors 
  • Collaborative team player
  • Prior proven success in new business or new market development 
  • Interest in learning and optimizing new processes
  • Ability to articulate complex issues through succinct, cohesive summaries and presentations
  • Demonstrated ability to thrive within both entrepreneurial and emerging technologies cultures. 
  • Ability to thrive in ambiguous, dynamic culture within a high risk/high reward environment.
  • Knowledge of and existing network of energy or automotive equipment sales representatives and distributor networks.
  • Knowledge of EV charging technology and onsite renewables 

Compensation
The pay range for this position is $142,110 - $173,690 annually. This position is eligible for PowerFlex's comprehensive Health and Welfare plans including but not limited to medical, dental, vision, 401(k) retirement plan and paid time off. The total compensation for this position may include an annual performance bonus (or other incentive compensation, as applicable). PowerFlex's compensation packages carefully consider a candidate's qualifications, experiences, and education in relation to the position.

Supervision of others
May supervise 1–3 employees, including task assignment, guidance, training, and performance feedback. Responsibilities may include hiring, scheduling, reviewing performance, and recommending employment actions, while overseeing daily operations and problem-solving. 

Physical Requirements 
Remaining in a seated position. Long hours on computer keyboard. Prolonged periods of standing and/or walking. 

Working Conditions 
Approximately 90% of the time is spent in the office environment, utilizing computers (frequent use of MS Word, MS Excel, Outlook, Access, PowerPoint, Publisher and Adobe etc.), telephones, and general office equipment.  Possibly 10% of the time is spent traveling to conferences or meetings or field traveling to project sites. 

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By submitting this application, you are certifying that all information provided is true and complete to the best of your knowledge. You understand that any false, misleading, or omitted information may disqualify you from consideration for employment or result in termination if already employed. You also release the company from any liability resulting from your failure to provide accurate information.

DEI Statement
Our company-wide approach to diversity, equity and inclusion is focused on our workplace, community, and business outcomes. We believe DEI is a key component to our mission of delivering renewable solutions and leading the transition to a sustainable energy future. As such, we strive to become a more diverse, equitable and inclusive workplace by increasing access and development opportunities for underrepresented talent. Our aspiration is to build a culture of belonging and accountability by creating opportunities for growth and continuous listening to ensure actionable progress.

EEO Statement
PowerFlex is committed to building a diverse and inclusive workplace. We are a proud Equal Opportunity Employer and prohibit discrimination based on age, ancestry, color, disability (mental and physical), exercising the right to family care and medical leave, gender, gender expression, gender identity, genetic information, marital status, medical condition, military or veteran status, national origin, political affiliation, race, religious creed, sex (includes pregnancy, childbirth, breastfeeding, and related medical conditions), and sexual orientation.

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Special Accommodation Language
If you require assistance or accommodation while seeking employment with PowerFlex, please contact Human Resources at (209) 227-1511 or hr@powerflex.com. Please note that these communication alternatives are for accommodation requests and not for general employment inquiries.

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