Senior Manager of Channel Management – Southeast US & Caribbean

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 into the Southeast US and Caribbean markets and ensure an excellent customer experience with Mainspring Energy.

Reporting to the Director of Channel Sales, you will work cross functionally with sales, product, policy, finance, marketing and project delivery teams to grow our businesses through channel partnerships. As a key member of the Channel 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 Responsibility Of The Senior Manager Of Channel Management Is To Drive Mainspring Business Growth In The Assigned Regions. Areas Of Focus Include

• Assess market environment and identify potential partners, distributors and resellers that align with Mainspring’s channel strategy for behind-the-meter markets in the Southeast US and Caribbean.
• Act as the primary point of contact for channel-related inquiries and support.
• Identify, engage and contract with teaming partners and direct other Mainspring sales professionals in the outreach. Integrate the management and support of Mainspring’s direct sales team into channel management plans as appropriate.
• Ascertain the sales enablement, marketing, training, product and O&M support needs of each channel and develop plans to deliver support as required.
• 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.
• Coordinate with Mainspring’s marketing team to develop co-marketing campaigns, promotions and initiatives that align with our overall business strategy.
• Support Mainspring channel partners in identifying and closing project opportunities.
• Continuously monitor channel partners performance using key performance indicators (KPIs) such as sales revenue, market share, and response time to inquiries.
• Prepare regular reports and presentations to communicate channel performance and progress towards our mutual 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

• Action-oriented with a positive attitude, willingness to take initiative, accountable, and able to communicate across departments.
• MS/MBA/PhD highly preferred, bachelor’s degree required. Quantitative education and background with exposure to sales, marketing and finance preferred.
• Total work experience greater than 10 years (advanced degrees counting towards experience), with at least five years in distributed energy markets in the Southeast US and Caribbean.
• 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 energy space, with a preference for microgrids or distributed energy equipment components (solar, batteries, natural generators, fuel cells, etc).
• Comprehensive analytical and problem-solving skills. Able to analyze complex issues and data and synthesize to provide clear recommendations to internal and customer teams.
• Ability to multitask and work under tight deadlines with strong project management, organizational, analytical and coordination skills.
• Experience with financial models and energy markets (financial modeling, rate analysis), comfort with basic project finance concepts.
• Demonstrated ability to lead cross functional teams in a high growth environment.

The Bay Area salary for this role is $165k-$185k base + bonus + pre-IPO stock options + benefits. This position can be remote. 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.

This compensation and benefits information is based on Mainspring Energy’s estimate as of the date of publication and may be modified in the future. We generally do not negotiate on salary once we have made an offer. The level of pay within the range will depend on a variety of job-related factors that may include location, relevant prior experience and/or education, or particular skills and expertise. New hires joining the company tend to be paid within the starting base pay range noted above, with opportunities to increase pay over time based on development of additional skills, competencies, and company-specific knowledge.