Principal, Strategic Partnerships

Stem provides clean energy solutions and services designed to maximize the economic, environmental, and resiliency value of energy assets and portfolios. Stem’s leading AI-driven enterprise software platform, Athena®, enables organizations to deploy and unlock value from clean energy assets at scale. Powerful applications, including AlsoEnergy’s PowerTrack, simplify and optimize asset management and connect an ecosystem of owners, developers, assets, and markets. Stem also offers integrated partner solutions to help improve returns across energy projects, including storage, solar, and EV fleet charging. For more information, visit www.stem.com.

Stem’s culture embodies diversity & inclusion beyond the traditional facets of gender, ethnicity, age, disabilities, and sexual orientation to include experience, personality, communication, workstyles, and more. At our core, Stem is at the momentous intersection of clean energy and software technology where diverse ideas, experiences, and professional skills converge to make the inclusive culture we have today. Together, we are turning old school thoughts about software and energy into progressive, collaborative, and innovative solutions. By joining our team, you will be collaborating with data scientists, energy experts, skilled salespeople, thought-leading executives and more from a range of backgrounds. This intersection of ideas, beliefs, and skills is what makes us unique enough to lead the world’s largest network of digitally connected energy storage systems.

What We Are Looking For

As the Principal of Strategic Partnerships, you will develop key partnerships that will enable ongoing pipeline development and opportunity creation. You will identify and pursue strategic channels that can further the market penetration of Stem products and services. You will, through signed partnerships, enable indirect/channel sales and/or enhance Stem’s win rates. The role is highly cross-functional and requires extensive collaboration with multiple business functions within Stem, including Sales, Product Marketing, Finance, Product Management, and Solutions Management.

Responsibilities

• Lead efforts to identify, negotiate, and sign partnership arrangements with key industry players that can drive channel sales of Stem’s products, including its Modular Energy Controller, Energy Management System (EMS), PowerBidder optimization software, PowerTrack Asset Performance Management (APM) software, and a variety of services
• Assess the competitive landscape and how Stem’s offerings could best complement other suppliers and provide enhanced value propositions and competitive advantage, and based on this determine which potential partners to target for new or expanded relationships
• Develop and maintain relationships with new potential strategic partners, including Original Equipment Manufacturers (OEMs) of DC blocks and Power Conversion Systems (PCS)/inverters, Engineering, Procurement, and Construction (EPC) firms, and other technology or service providers
• Vet potential strategic partners, propose contractual relationships, and close deals to establish partnerships, working with other Stem teams, such as Supply Chain, Product Management, and Sales, as appropriate
• Develop and execute contracts to make such partnerships official, in collaboration with Legal, Pricing, and other teams, in ways that provide revenue and gross margin opportunities for the company
• Work with other members of the Stem team to ensure that the company can meet the product and service needs of such partnerships on the necessary timelines

Requirements

• 7+ years of experience in business development, partnership development, sales, or related roles in the energy sector, with storage and/or solar experience a plus
• Experience negotiating and closing partnership and/or strategic deals
• Demonstrated success in leading teams with indirect influence (e.g., dotted line management, partner management, or client management)
• Demonstrated project management skills
• Comfort with ambiguity, self-motivated and ability to independently prioritize
• Ability to interface with all levels of management and communicate cross-functionally in a structured and clear manner to influence outcomes
• Excellent verbal and written communication, team collaboration, and organizational skills
• Ability to work autonomously with excellent time management skills, focusing on key outcomes amidst competing priorities and tight deadlines
• Travel expectation 15-25%

Job Location

This role is remote and can be located anywhere in the United States.

Salary Range

$130,500.00 – $182,850.00

Stem, Inc. is an equal opportunity employer committed to diversity in the workplace and does not discriminate against any employee or applicant for employment because of race, color, sex, pregnancy, religion, national origin, ethnicity, citizenship, sexual orientation, gender identity, age, marital status, disability, genetic information, military status, protected veteran status or any other factor protected by applicable federal, state or local laws.