Microgrid Multi?Channel Sales Representative

Microgrid Multi-Channel Sales Representative

The Microgrid Multi-Channel Sales Representative is responsible for driving profitable growth of Schneider Electric's microgrid business through a partner-led, multi-channel sales strategy. This role manages and develops a portfolio of channel partners, while also supporting internal cross-business-unit sales motions to identify, qualify, and close opportunities and deliver differentiated EcoStruxure Microgrid solutions to end customers. Acting as the commercial lead within the channel ecosystem and in collaboration with specified internal teams, the representative builds strategic relationships with partners and customers, drives pipeline and order execution, and ensures successful partner onboarding, enablement, and sustained performance. The role combines direct field sales execution, partner development, and V2/overlay support, requiring strong business acumen, financial acumen, estimating capability, proposal generation, market insight, and cross-functional collaboration.

Key Responsibilities

• Drive Orders & Pipeline Growth
• Own and grow a portfolio of named channel partners to achieve microgrid order and revenue targets
• Build, manage, and track partner-led pipeline including forecasting and close planning
• Lead joint go-to-market activities with partners to generate qualified opportunities and expand market share
• Maintain visibility into both partner-led and Schneider-led opportunities, ensuring alignment across sales motions
• Deliver consistent pipeline and performance reporting to leadership
• Partner Management & Enablement
• Serve as the primary relationship owner for assigned partners, building long-term, value-driven partnerships
• Lead partner onboarding, including evaluation, qualification, and contracting (applications & agreements)
• Drive ongoing enablement and certification, ensuring partners are equipped to sell and position Microgrid Flex and other EcoStruxure microgrid solutions
• Conduct bi-annual partner reviews to assess performance, identify growth opportunities, and align strategy
• Track and improve partner capability development (training completion, solution competency, pipeline growth)
• Customer & Market Engagement
• Build and maintain deep understanding of customer needs, use cases, and market drivers (resilience, sustainability, cost optimization)
• Position Schneider Electric's full EcoStruxure Microgrid portfolio and advise on the best-fit technology stack to solve customer challenges
• Lead or support customer engagements, technical discussions, and solution positioning alongside specialized sales and engineering teams
• Represent Schneider Electric through thought leadership, trade shows, and industry events
• Commercial Execution & Opportunity Support
• Support partners and internal stakeholders in opportunity qualification, solution development, estimating, pricing alignment, and proposal creation
• Ensure clear scope definition and high-quality proposals that drive customer satisfaction and successful execution
• Facilitate handoffs to internal engineering, tendering, and execution teams for deal closure and delivery readiness
• Capture and route non-fit opportunities to appropriate channels and provide insights to inform product roadmap evolution
• Cross-Functional Leadership
• Champion a team-selling approach, acting as a liaison between: Channel partners Internal sales teams Technical and offer teams
• Partner with internal cross-business-unit teams to qualify opportunities, support targeted projects, and determine best-fit project pursuit and execution strategy
• Collaborate with regional and cross-BU sales leaders to identify and recruit new partners in target markets
• Provide structured feedback to influence offer development and go-to-market strategy

Operating Model & Impact

Individual contributor role with high autonomy and accountability for business outcomes. Applies advanced field sales expertise to drive measurable impact on pipeline, orders, and partner performance. Operates across a multi-channel ecosystem, balancing direct influence with partner-led execution. Success is measured by: Pipeline growth & conversion Partner productivity & capability maturity Market share expansion in microgrid solutions Customer satisfaction and solution adoption

Key Skills & Capabilities

Strong channel sales, negotiation, and business development expertise Proven ability to build and scale strategic partnerships Proficient in CRM tools (e.g. bFO) for pipeline management and reporting Strong skills in financial analysis, estimating, and proposal development to aid solution design and commercial execution. Excellent communication, presentation, and stakeholder management skills Strategic mindset with ability to analyze markets and identify growth opportunities Solid understanding of: Microgrid and distributed energy ecosystems Solar PV, battery energy storage systems (BESS), and electrical infrastructure Partner-led go-to-market models

Qualifications

Bachelor's degree (engineering or related field preferred) 35+ years of industry specific experience, including channel/partner sales Experience in renewable energy, microgrids, or distributed energy resources (DER) Preferred: Advanced degree (MBA or engineering), Energy certifications (e.g., CEM), Deep familiarity with EPCs, contractors, and energy solution providers in the onsite energy sector