Director, Channel Sales

Fluence (Nasdaq: FLNC) is a global market leader delivering intelligent energy storage and optimization software for renewables and storage. Our solutions and operational services are helping to create a more resilient grid and unlock the full potential of renewable portfolios. With gigawatts of successful implementations across nearly 50 markets, we are transforming the way we power our world for a more sustainable future. For more information, please visit fluenceenergy.com.Job Description:Role OverviewFluence is building a differentiated, global partner-led growth engine, and the Director, AMER Channel Sales will play a central role in shaping, launching, and scaling this capability in the AMER market.This critical role will drive the Partner alignment, engagement and execution of Fluence’s partner development efforts in the AMER market. Working closely with the Global Channel Sales & Partnerships team, the Director, AMER Channel Sales, will focus on identifying, onboarding, and managing partners that drive scalable and repeatable incremental revenue aligned to Fluence’s growth aspirations.As the face of Fluence to the AMER partner community, this market leader will own and coordinate 360-degree partner execution across AMER partners, their sales organizations, and their executive leadership teams—while working closely with internal stakeholders to ensure seamless, repeatable execution at scale.Key ResponsibilitiesPartner Strategy & DevelopmentDefine and own Fluence’s AMER partner development strategy, including partner archetypes, segment focus and prioritization logic.Establish clear criteria for partner selection, qualification, and activation aligned to Fluence’s growth objectives and revenue targets.Drive partner onboarding across priority segments aligned to defined launch milestones, success metrics, and expansion triggers.Partner closely with the Global Channel Sales & Partnerships team to build & scale partner growth strategies.Identify, Onboard, and Activate PartnersLead identification & qualification of partners across targeted geographies (AMER) and segments.Leverage partner onboarding framework, including enablement, joint value propositions, co-selling motions, and governance cadence.Launch joint execution models with identified partners that drive immediate pipeline creation and opportunity shaping.Create momentum through hands-on engagement with partner sales teams and leadership to accelerate early wins.Drive Partner-Led Pipeline and RevenueOwn the development & execution of joint account plans with partners, including account targeting, stakeholder mapping, opportunity strategy, and executive alignment.Build and scale partner-led pipeline, ensuring strong progression from early-stage opportunities through to closed sales.Translate partner activity into measurable commercial outcomes, with a clear line of sight from onboarding to revenue impact.Optimize partner incentives based on partner type, segment participation, and market dynamics.Serve as Representative to the Partner EcosystemAct as the main interface between Fluence and its AMER partner community.Build trusted, long-term relationships with partner executives and senior stakeholders.Lead executive business reviews (EBR) and strategic planning sessions with key partners.Represent Fluence externally as a thought leader and trusted advisor across the ecosystem.Drive Cross-Functional AlignmentWork in close collaboration with Global Channel Sales & Partnerships, Sales Transformation, Partner GTM Strategy, Partner Programs & Product, Sales Engineering, Legal, Commercial Finance, Marketing, Enablement, and AMER Sales teams.Ensure AMER partner strategies are executable, scalable, and supported by the right internal/market processes and resources.Influence across a highly matrixed organization to drive alignment without authority.What Success Looks Like (12–18 Month Horizon)First 3–6 MonthsPriority pilot partners identified, onboarded, and actively engaged in joint selling.Clear partner segmentation & engagement model established in AMER market.Early partner-led pipeline generated with visible progression and deal shaping.6–12 MonthsPartner-led pipeline becomes consistent, measurable, and forecastable.Joint account planning is driving tangible opportunity creation and advancement.Active co-selling with partners using shared execution models.Governance, cadence, and performance metrics are embedded and operating smoothly through regular cadence.12–18 MonthsScalable AMER partner sales operating model fully defined and functioning.AMER partnerships are a recognized and consistent growth lever across Fluence.Fluence is viewed by AMER partners as a preferred platform for driving revenue across hardware, services, and digital solutions.Qualifications & ExperienceRequiredMinimum 7+ years of experience in technology or energy sector sales, partnerships, or go-to-market leadership roles.Proven success building and executing joint account plans and partner-led pipeline.Demonstrated ability to convert pipeline into revenue within complex, matrixed partner ecosystems.Experience working across multiple partner types and market segments.Strong background collaborating across hardware, services, and digital/software offerings.Executive presence with the ability to engage credibly with partner and customer leadership.Ability to influence across global, cross-functional organizations.PreferredExperience operating in high-growth industries such as energy storage, data centers, or adjacent infrastructure markets.Track record of building and growing partner co-sell revenue from early-stage or pilot phases through scale.Experience navigating partners with highly complex, matrixed organizations of their own.Location & TravelLocation: United States (remote).Travel: Approximately 50%, with comfort working across multiple time zonesLeadership ProfileThis role is suited for a builder, executor, strategist, and visionary—someone who thrives in ambiguity, brings an innovator’s mindset, and is relentlessly focused on translating partnership strategy into revenue impact. The ideal candidate is customer-obsessed, comfortable unleashing their voice constructively, and energized by building momentum that scales.Our CultureAt Fluence, our culture is the foundation that drives our ambitious growth strategy and fuels our mission to transform the future of energy. Our core cultural pillars empower us to innovate, collaborate, and lead with purpose, ensuring we continue to deliver unparalleled value to our customers and the world.Unleash VoicesWe believe every voice matters. We encourage openness, active listening, and decisive action to create a culture where everyone has the opportunity to contribute to our success. We foster an environment where diverse perspectives are heard and valued, driving innovation and progress.Customer FluentOur customers are at the heart of everything we do. We’re committed to delivering exceptional value that exceeds expectations by understanding our customers' needs and adapting swiftly to meet them. Our deep focus on customer satisfaction drives us to continuously improve and innovate.Infinite ImpactWe are committed to creating the impossible. We push boundaries to deliver sustainable, game-changing solutions that shape a brighter, more energy-efficient future for all. Our team is passionate about making a lasting impact that will resonate for generations to come.All InWe are all in for growth. Our teams are relentlessly focused on identifying and seizing opportunities that propel us forward. We embrace an ownership mindset, pushing ourselves and each other to accelerate progress and create lasting success.Equal Opportunity EmployerAt Fluence, we believe great teams are built on a collaborative and connected culture. We’re proud to be an Equal Opportunity Employer and welcome qualified applicants of all backgrounds. Employment decisions are made without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, veteran status, gender identity or expression, genetic information, or any other status protected by law.Work AuthorizationTo join our team, you’ll need to be legally authorized to work in the United States at the time of application and throughout your employment, without the need for employer sponsorship. Please note that Fluence does not sponsor work visas for this position.SummaryLocation: USA-CA-Remote; USA-VA-Arlington; USA-VA-Remote; USA-TX-Remote; USA-TX-HoustonType: Full time