As Partner Program Sales Sr. Manager – C&I you will report to the VP Sales, Midmarkets.  You will be responsible for developing a national strategy, structure, training and processes and tools for Stem’s channel partners including, but not limited to, Distributors, EPCs, Consultants and Affiliate Partners.  You will also be responsible for managing a team of Account Executives and Distributors on both the West Coast and East Coast that primarily sell into the C&I space.  As a sales leader, you will be relied on to deliver a significant portion of the company’s annual bookings in one of the highest growth segments for energy storage and for Stem, C&I solar + storage.

This position requires a person familiar with leading successful sales teams and developing channel programs, experienced executing multi-tier Distribution and channel strategies realized through high volume bookings through those channels.  Proven success in partner enablement, forecasting, and sales management are a must.

Partner program development

• Define structure and requirements for various partner tiers, including volume requirements, training, levels of support and co-marketing benefits
• Develop strategy, structure and processes for Distribution channel
• Define and execute strategies to achieve partner certification and credential targets.
• Define, manage, and track key performance indicators for enablement portfolio offerings.

Channel sales management

• Lead a sales team of 3-4 outside Account Executives and support resources
• Meet or exceed quarterly bookings targets by working with AE’s to execute on an aggressive sales pipeline comprised primarily of key Distributors, C&I customers and solar developer/EPC Partners.
• Demonstrate a high level of business acumen including experience with deal structuring, creative pricing structures and leading business meetings with C-level executives.
• Closely coordinate with internal groups (including Technology, Product Management, Product Development, Commercial Operations, and Sales Support) to resolve issues and ensure your team’s needs are managed, and obligations are met.
• Ability to use Salesforce.com and accurately forecast pipeline against quarterly targets
• Resolve channel conflicts without compromising channel loyalty to Stem

Required Skills

• Proven success leading successful sales teams selling into multiple channels and multiple geographies
• Demonstrated examples to structure multi-tier channel programs
• Demonstrated ability to develop quarterly channel sales programs for high value products
• Demonstrated ability to succeed at quota levels of $15M-$2M selling high ASP solutions
• Demonstrated ability to resolve channel conflict without compromising channel loyalty
• Experience working cross-functionally to develop new sales programs and tools
• Close attention to detail
• A high level of professionalism and integrity
• An assertive mentality, strong negotiation skills, a sense of initiative, and drive to exceed goals
• A self-starter who requires limited supervision
• Ability to understand deal timelines and accurately forecast your team’s deals to senior management
• Ability to sell within the framework of a mainstream methodology (Miller Heiman, Challenger, Solution Selling, Selling Through Curiosity, etc.)

Required Experience

• BA/BS Degree in Business, Finance or Engineering
• 5+ years’ experience as selling to Distributors and/or solar partners and EPCs
• Experience working cross functionally to develop new sales programs and tools

Stem is the global leader in AI-driven energy storage. With more than 800 systems on-line or being installed in 75 jurisdictions across six states and three countries, and a groundbreaking contract with Southern California Edison to deliver 85MW of grid stabilizing capacity and customer-sited energy storage, Stem has more experience installing and operating advanced energy storage systems than every other provider combined.

By pairing energy storage with Artificial Intelligence (AI), Stem helps building operators and energy managers lower energy costs automatically while supporting a modernized, sustainable electric grid. Stem’s Athena, the first AI for energy storage, lets you buy electricity when it’s affordable and use it later when it’s suddenly more expensive. Athena links facilities into a powerful network that can instantly form virtual power plants that allow you to earn demand response revenue and participate in other grid modernization opportunities as soon as they arise. 

With Stem’s energy services agreement, customers receive guaranteed savings immediately without having to pay anything upfront. Stem manages the installation, operation, remote monitoring and maintenance.  Systems are designed for safe, seamless integration into a facility.

Headquartered in Millbrae, California, Stem is funded by a consortium of leading investors including the Ontario Teachers’ Pension Plan, Activate Capital, Temesek, Iberdrola, GE Ventures, Constellation Technology Ventures, Angeleno Group, RWE, Total Energy Ventures, Mithril, and Mitsui & Co., Ltd. The breadth and depth of Stem’s resources and capabilities are unmatched in the industry. 

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. Stem, Inc.  complies with all applicable state, federal and local laws, regulations and ordinances prohibiting discrimination in places where we operate.

• Proven success leading successful sales teams selling into multiple channels and multiple geographies
• Demonstrated examples to structure multi-tier channel programs
• Demonstrated ability to develop quarterly channel sales programs for high value products
• Demonstrated ability to succeed at quota levels of $15M-$2M selling high ASP solutions
• Demonstrated ability to resolve channel conflict without compromising channel loyalty
• Experience working cross-functionally to develop new sales programs and tools
• Close attention to detail
• A high level of professionalism and integrity
• An assertive mentality, strong negotiation skills, a sense of initiative, and drive to exceed goals
• A self-starter who requires limited supervision
• Ability to understand deal timelines and accurately forecast your team’s deals to senior management
• Ability to sell within the framework of a mainstream methodology (Miller Heiman, Challenger, Solution Selling, Selling Through Curiosity, etc.)