active · Approximate location

Director of Channel Sales

Mainspring Energy·Menlo Park, CA

otherMenlo Park, CA

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AT A GLANCE

SalesDirector level10+ years experienceOtherSalary

Required

10+ years experience
Sales

Preferred qualifications are helpful, not automatic disqualifiers.

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About the role

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.

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

Requirements

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

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Statusactive

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