渠道销售总监
Director of Channel Sales
关于Mainspring
Mainspring Energy制造并提供燃料灵活、低排放的本地电力解决方案，能够快速增加新容量，并提供可靠、经济且可持续的电力。公司自2020年起开始商业发货其Mainspring线性发电机，目前为领先的财富500强企业、数据中心和公用事业公司开展数百兆瓦的先进开发和现场运营。Mainspring还与AEP、NextEra Energy Resources、施耐德电气等全球能源领导者合作。
支撑我们工作、指导我们决策并连接我们的核心价值观：
- 实用乐观主义
- 无自负的卓越
- 主动协作
职位概述
Mainspring Energy正在寻找一位高级渠道销售经理，以推动我们在美国市场的持续扩展。我们需要一位交易协调者——一位高级渠道销售经理，能够招募合适的EPC、开发商和合作伙伴，并推动他们完成交易。
向高级渠道销售总监汇报，您将负责由合作伙伴驱动的收入全生命周期：从识别电力市场中的合适实体，到确保他们具备完成大额交易的能力。该职位适合一位了解数据中心和分布式能源领域技术细节，并懂得如何在该地区复杂公用事业环境中导航的猎手。
主要职责
- 管道与配额：通过战略渠道合作伙伴实现并超越收入目标
- 合作伙伴招募：识别、审核并加入一级合作伙伴（EPC、能源开发商和集成商）
- 交易主导：领导跨职能内部团队（产品、财务、工程）支持合作伙伴完成高合同价值交易
- 销售赋能：通过提供有关Mainspring在电力质量、弹性及燃料灵活性方面的价值主张的高影响力培训，使合作伙伴从“签约”变为“高效运作”
- 市场策略：执行针对全国公用事业环境的市场进入策略，专注于计量点后应用和数据中心负载增长
- 预测与绩效：采用严谨的数据驱动方法管理合作伙伴绩效，使用KPI管理管道健康状况，并向管理层提供准确的收入预测
资格要求
- 地区专长：10年以上能源/发电销售经验
- 销售经验：有销售复杂、大型交易的显著业绩记录
查看英文原文
About Mainspring
Mainspring Energy manufactures and delivers fuel-flexible, low-emissions local power solutions that rapidly add new capacity and deliver reliable, affordable, and sustainable electric power. The company began commercial shipments of its Mainspring Linear Generators in 2020 and today has hundreds of megawatts in advanced development and field operations for leading Fortune 500 companies, data centers, and utilities. Mainspring also partners with global energy leaders including AEP, NextEra Energy Resources, Schneider Electric, and more.
The core values that ground our work, guide our decisions, and connect us together:
- Pragmatic Optimism
- Excellence without Ego
- Proactive Collaboration
Job Overview
Mainspring Energy is seeking a Senior Manager of Channel Sales to drive our continued expansion into the US market. We need a deal orchestrator—a Senior Manager of Channel Sales who can recruit the right EPCs, developers, and partners, and then drive them to close.
Reporting to the Senior Director of Channel Sales, you will be responsible for the full lifecycle of partner-driven revenue: from identifying the right entities in the power market to ensuring they are equipped to close large deals. This role is for a hunter who understands the technical nuances of the data center and distributed energy space and knows how to navigate complex utility landscapes in the region.
Primary Responsibilities
- Pipeline & Quota: Own and exceed revenue targets through strategic channel partners
- Partner Recruitment: Identify, vet, and onboard Tier 1 partners (EPCs, Energy Developers, and Integrators)
- Deal Quarterbacking: Lead cross-functional internal teams (Product, Finance, Engineering) to support partners in closing high-contract-value transactions
- Sales Enablement: Move partners from "signed" to "productive" by delivering high-impact training on Mainspring’s value proposition in power quality, resiliency, and fuel flexibility
- Market Strategy: Execute go-to-market strategies tailored to the national utility environment, focusing on behind-the-meter applications and data center load growth
- Forecasting & Performance: Maintain a rigorous, data-driven approach to partner performance, using KPIs to manage pipeline health and provide accurate revenue forecasts to leadership
Qualifications
- Regional Expertise: 10+ years of experience in energy/power generation sales
- Sales Experience: Proven track record of selling complex, big-ticket energy solutions (Turbines, Generators, Electrical infrastructure, Fuel Cells, Microgrids, Large-scale Storage, or Industrial Power Gen). History of retiring quotas in excess of $10M+
- Technical/Financial Acumen: Comfort with project finance concepts (IRR, NPV, PPA structures) and the ability to articulate technical value to engineering stakeholders
- Education: Bachelor’s degree required; Engineering or Quantitative degrees highly preferred
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.
Originally posted on Himalayas