Manager Of Channel Partners

Company Overview

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 in the U.S. markets and ensure an excellent customer experience with Mainspring Energy and its products. Reporting to the Senior Director of Channel Development , 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 include:

• Assess market environment and identify potential Channel Partners and developers that align with Mainspring’s channel strategy for behind-the-meter markets in the United States.
• Act as the primary point of contact for channel-related inquiries coming from our referral partners, registering the projects and tracking the opportunities registered throughout the sales stages and process.
• Identify, engage and contract the referral partners and direct them to Mainspring sales professionals based on the vertical or geographies that they cover. Support Mainspring’s direct sales team in the initial discussions with our Channel Partners and handover the lead to the direct sales team when appropriate.
• 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.
• Prepare regular reports and presentations to communicate channel performance and progress towards our sales goals, and any challenges that require senior leadership engagement
• Regularly assess and refine channel management processes and practices to optimize, efficiency, effectiveness, and alignment with Mainspring’s objectives.

Qualifications

• Bachelor’s degree required. Quantitative education and background with exposure to sales, marketing and channel development and management preferred.
• Total work experience greater than 5 years in distributed energy markets in the U.S.
• 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 distributed energy space
• Ability to multitask and work under tight deadlines with strong project management,
• Experience with financial models and energy markets (financial modeling, rate analysis), comfort with basic project finance concepts.

The Bay Area salary for this role is $125k-$160k base + pre-IPO stock options + benefits. This position can be hybrid. The salary will be adjusted to reflect local market conditions based on employee location as well as the experience of the employee.

Does your experience not meet all of our posted requirements? Studies have shown that some people are less likely to apply to positions unless they meet every listed requirement. At Mainspring, we are committed to building a diverse, inclusive, flexible, and collaborative environment, so if you want to help us transition the world to clean and affordable electricity, and don’t meet all posted requirements for a particular role, we’d still love to hear from you. Mainspring can sometimes be flexible enough to shift responsibilities for the right person, or otherwise identify open or upcoming roles that may better fit your professional background.

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.