Senior Manager, Technology Alliances

Senior Manager, Technology Alliances

CPower is a leading Virtual Power Plant platform, monetizing the value of customer-sited energy to intelligently strengthen the grid. For over a decade, we've made turning flexible energy into revenue simple for partners and large energy users such as businesses, manufacturers, public institutions and healthcare organizations, delivering over $1.2 billion from demand response and energy flexibility programs to customers since 2015. With 6.7 GW of customer capacity nearly 23,000 sites, we're empowering energy users across North America, enabling them to benefit from an innovative energy economy.

We are looking for a Senior Manager, Technology Alliances on the east coast in North America who will continue the thriving demand response programs and help CPower maintain its role as a leader in the energy industry sector.

Based on candidate location, our primary preference is a hybrid role requiring in-office presence at our Baltimore, MD location three days per week (Tues/Wed/Thurs). Our secondary preference is remote.

Essential Duties And Responsibilities

Assess CPower field integration strategy, capabilities, & future integration requirements:

• Engage with senior field leadership and strategy teams to develop technical integrations requirements roadmap. Publish to CPower organization.
• Refine current & recommend future technology and industry partners to strengthen CPower DER automation.
• Identify new energy offering market segments within which Strategic Alliance relationships should be developed to grow business.
• Confirm CPower customer portfolio value proposition across field integration strategy.

Identify, qualify, and pursue new strategic alliances that will successfully identify and deliver integration solutions to CPower current portfolio & future strategy:

• Initiate, negotiate, and execute strategic alliance relationship terms and teaming contracts.
• Establish and manage alliance relationships to productivity and performance goals.
• Facilitate, document, and communicate lead generation and sales engagement plans both internally and externally.
• Create business case justifications and bilateral value projections for alliance relationships.
• Create and execute an Alliance Partnership Success Plan for each Alliance. Review and modify this plan with Alliance & CPower leadership quarterly to bi-annually.
• Facilitate the joint development of overall alliance goals and objectives.
• Monitor alliances' execution and delivery performance. Work with appropriate internal and external stakeholders to surface and remedy any deviation from expected performance.
• Collaborate with stakeholders to ensure adequate national coverage of alliance relationships to support alliance performance goals.
• Work with marketing and sales to identify required collateral, outreach, and lead generation activities to support alliances success.

Provide leadership in the sales engagement and overall relationship management of alliance partners:

• Accountable for managing CPower and Alliance Partner resources to achieve defined annual relationship performance goals.
• Manage Alliance Partner sale team(s) introduction and interface with CPower business processes and sales teams.
• Supervise or be the primary delivery vehicle for Alliance Partner enablement, training, and productivity sessions.
• Responsible for coordinating Alliance interaction with CPower sales, engineering, and operations, across applicable regions.
• Oversee CPower & Strategic Alliance Partner's collaborative marketing activities and collateral development.
• Be the primary point of contact for Alliance. Directly provide or coordinate alliance partner "customer service".

Role Deliverables:

• Manage Alliance portfolio to meet or exceed revenue & profitability contribution performance metrics.
• Penetration rate of signed and productive Alliance relationships in assigned target market segment(s) and geographic regions.
• Execution of periodic leadership level relationship reviews.
• CPower Sales Team empowerment and engagement.
• Quantity of sales opportunities identified by Alliances managed.
• Strategic Alliance satisfaction level.

Requirements

• Bachelor's Degree. Preferred within a technical field.
• 10 Years proven sales/business development, experience with results at or above quota.
• Must have experience working for an Energy Management Software or Controls/ Automation OEM or implementer, distributed energy resource provider with a focus on technical integration, or related energy management focused business.
• Established network of contacts in the C&I industries with both the "client side" as well as the "vendor side" experience.
• Working knowledge of energy markets, demand response, and the power/utilities industry.
• Experience and strong understanding of automation solutions, including Open ADR.
• Demonstrated application knowledge of prospective alliance company solution offerings including controls and VFDs, energy management & analytics, lighting, mechanical systems, on-site generation, etc.
• Effective negotiator that is able to bring contracts to close, while obtaining sustainable terms.
• Widely regarded as a person of integrity who demonstrates respect for clients, partners, management, peers, and subordinates.
• Track record of success in implementing initiatives and leading with informal authority in a matrix environment.
• Effective communicator in speaking engagements, formal sales presentations, one-on-one sales calls, internal meetings, and in print.
• Strong organizational / planning skills.
• Effective at prioritizing and efficient at allocating limited resources to achieve performance goals.
• Travel requirements: 40-60%
• All applicants must be able to provide documentation that they are legally eligible to work in the United States for an extended period, and will not now, or in the future, require sponsorship for employment visa status to work legally for our Company in the United States.

Benefits

Unique opportunity to work at a successful, growing company with a strong entrepreneurial spirit. We focus heavily on developing our employees and linking successes to our core values. CPower offers a great benefits package that includes medical, dental, vision, 401K, vacation, up to $10,000 per calendar year in tuition reimbursement, etc. CPower's leadership prides itself on maintaining a rewarding culture, and always striving to offer a great team-member experience.

CPower is committed to hiring and retaining a diverse workforce. We are proud to be an Equal Opportunity Employer, making decisions without regard to race, color, religion, creed, sex, sexual orientation, gender identity, marital status, national origin, age, veteran status, disability, or any other protected class. We believe that diversity and inclusion among our team members is critical to our success as a company, and we seek to recruit, develop, and retain the most talented people from a diverse candidate pool.