Senior Manager of Channel Sales

About the role

The Senior Manager of Channel Sales at Mainspring Energy is a pivotal leadership position designed to accelerate the company's strategic growth across the United States by forging and nurturing high-impact partnerships. This role owns the end-to-end commercial lifecycle of channel relationships, from initial prospecting and strategic alignment to deal closure and ongoing performance management. The hire will act as the primary external advocate for Mainspring, articulating the value of the Linear Generator to critical stakeholders in the power sector. Success requires a blend of entrepreneurial drive and disciplined execution, focusing on the data center and distributed energy segments where grid interaction is paramount. The position demands a deep fluency in navigating complex utility regulations and market structures to unlock scalable deployments. You will translate technical product capabilities into clear, compelling business outcomes for partners and customers alike. Ultimately, this role is about building a resilient and high-performing channel ecosystem that delivers predictable, sustainable revenue growth.

Key facts

What you'll do

• Architect and execute the channel sales strategy for the United States, identifying and prioritizing key utility, IPP, and EPC partners to maximize revenue potential.
• Serve as the central technical and commercial resource for channel partners, enabling them to effectively position and sell Mainspring solutions into complex enterprise environments.
• Develop and maintain a rigorous partner intake and qualification framework to ensure the pipeline is consistently populated with high-probability opportunities.
• Create dynamic playbooks and practical tools that equip partners to engage in technically sophisticated discussions regarding distributed energy project design and integration.
• Lead structured review sessions and deal workshops with partners to refine proposals, optimize value messaging, and ensure strict alignment with project requirements.
• Own the coordination of all ship readiness activities, managing the timely delivery of technical and commercial documentation required for execution.
• Build and sustain strategic alliances with industry leaders such as AEP and NextEra Energy Resources to foster mutual growth and market penetration.
• Champion the Mainspring Linear Generator's specific capabilities, ensuring all communication regarding the technology is precise, credible, and aligned with market needs.
• Analyze market trends and partner performance data to provide actionable insights that inform go-to-market adjustments and investment priorities.
• Drive deal closure by removing obstacles, facilitating negotiations, and ensuring compliance with regulatory and operational standards.
• Act as the primary liaison between internal stakeholders and external partners to resolve issues and accelerate decision-making.
• Maintain a comprehensive understanding of data center energy loads and their implications for grid stability and integration.
• Ensure all partner interactions adhere to Mainspring's compliance standards and best practices in utility engagement.
• Provide regular forecasting, pipeline reviews, and performance reporting to senior leadership to support strategic decision-making.
• Continuously evolve the channel program by incorporating feedback from partners to improve processes, tools, and training materials.

Requirements

• Bring a minimum of three years of relevant commercial experience in a channel or enterprise sales capacity.
• Demonstrate a proven track record of engaging with Fortune 500 corporations and utility companies to close significant deals.
• Possess a thorough understanding of data center energy loads and their interaction with local grid operations and regulatory frameworks.
• Show the ability to navigate regional utility rules while maintaining strict adherence to compliance and operational standards.
• Exhibit strong comfort level with complex utility landscapes and the regulatory environment that governs energy deployment.
• Have direct experience collaborating with or selling into organizations such as Schneider Electric is highly valued.
• Display fluency in the technologies and markets served by Mainspring, including distributed energy and power conversion systems.
• Communicate effectively with both technical and executive audiences, translating complex concepts into actionable strategies.

Nice to have

• Experience with solutions involving the Mainspring Linear Generator, AEP, NextEra Energy Resources, and Schneider Electric.
• Familiarity with ship readiness processes and the management of technical and commercial documentation.

Practical notes

This role is based in Menlo Park, California.

The engagement is a salaried position.

Please confirm specific details on the official application page.