Director, Sales Channel Development - Technical.ly

Director, Sales Channel Development

  • Location

    Philadelphia

  • Type

  • Category

    Sales / Biz Dev

About Us

Disrupting the one-size-fits-all utility model, Inspire’s groundbreaking smart home subscription seamlessly combines personalized clean energy plans with best-in-class smart devices. Using the Inspire app, members can self drive their smart homes from anywhere, and select automated settings to use less energy while earning rewards. Inspire strives to make every home a smart home, powered by clean energy. Inspire’s mission is to drive forward a brighter energy future by simplifying consumer adoption of clean energy and smart home technologies. Through continual innovation and scaling of connected device interoperability; clean energy supply, generation and storage; and intelligent, decentralized grid services, Inspire is building the world’s first fully-integrated clean energy company.

Launched in January 2014, Inspire homes have used the clean power production equivalent of 121 wind turbines since inception. Driven by a team of mission-driven Avengers in Philadelphia and Santa Monica, Inspire prides itself on a culture of ownership, teamwork and stalwart obsession with “crushing it!”

The Position

The mission for the Director of Sales Channel Development is to drive growth and scale across our markets (currently 6 states and counting) by sourcing, launching and stabilizing best-in-class field sales or field marketing organizations to sell Inspire’s products and services, primarily through in-store retail and other face-to-face programs.  To tackle this mission, this leader will build a strong pipeline of potential sales partners, find those that are a fit and onboard them successful before handing off to the Sales Channel Management team.  The ideal candidate will need to manage both people (primarily indirectly) and process while having a strong grasp on high-volume field sales acquisition channels and operations.  Often times, the success of these partnerships comes down to the strength of the relationships that are built, and this role will forge those connections!

Responsibilities

  • Source, secure and launch new channel partners with field/in-person sales capabilities in retail, event or experiential settings, with potential for residential and small business, as needed
  • Build relationships with prospective partners, lead planning phase and development of key terms internally in partnership with Opportunity Review Committee, and work with senior leadership on contract approval
  • Partner internally with sales team to ensure maximum channel activation is realized in existing and new markets and channels
  • Directly manage (hands-on) sales programs during launch and pilot stages until stabilized and then work with Head of Sales on longer-term resource planning
  • Support the sales representative onboarding process by working with the Sales Operations team, including Inspire’s Mission, Vision and Values, training through Inspire Academy, and any required materials or documents
  • Travel to local markets to conduct evaluation meetings, new team launches, trainings and live monitoring of sales interactions to provide insights and feedback critical to the early success of a program
  • Design and establish a strong “hand-off” process as new teams and markets transition from initial launch phase to more robust programs
  • Provide direct support to the front lines in the field as needed with information about the company’s products or questions about sales practices and policies
  • Create weekly/monthly reporting to create transparency into pipeline and forecast, monitor sales production and quality of the sales experience
  • Other ad-hoc projects that support growth and expansion with new markets, partners, and/or channels, including close collaboration with Business Development or Retail Partner Management teams, as applicable
  • Build strong working relations across Sales, Member Experience, Operations, Marketing, Finance, Data Science & Analytics, and Technology

Qualifications

  • You have 5+ years of relevant business development, channel management or sales leadership experience
  • You have a background building in-store retail programs, experiential marketing, direct sales or face-to-face customer acquisition (a plus if experience is in retail energy, smart home/IoT, solar, telecom or other services)
  • You have a Bachelor’s degree in Business or Marketing (preferred), MBA a plus
  • You are detail-oriented, analytical, and an avid problem-solver
  • You have the ability to prioritize and manage multiple projects and tasks with urgency
  • You’re written and oral communication skills are flawless
  • You’re able to work independently but collaborate with multiple teams and departments to accomplish your objectives
  • You’re humble and a true team player
  • You’re willing to travel up to 40% of the work week to maintain partner relations and deliver results

The Perks

Compensation for this position includes a competitive base salary plus commission based on performance against targets, health benefits, an equity plan, unlimited vacation and a 401(k) plan.  Our East Coast HQ is located in Philadelphia’s Center City with floor-to-ceiling views of City Hall, standing desks, and an open, collaborative environment.  In addition to traveling to visit sales partners and local markets, you’ll regularly visit sunny Santa Monica.

About Us

When people join Inspire, they’re not just another employee; they’re an Avenger. It has a lot more to do with protecting our planet than it does with a love for high-budget blockbusters. Inspire’s mission is to drive massive progress towards a brighter energy future. The company believes simplifying consumer adoption of clean energy and smart home technologies is the vehicle best-equipped to get us there.

Inspire is developing technology products that empower people to live smarter, and connect to power fit for the 21st century. The company’s flagship product is a Netflix-style subscription to wind power. Its proprietary operating system creates custom subscriptions for each home by analyzing data like energy use, occupancy, weather history and real estate trends. This model represents a fundamental shift in the traditional payment mechanism for energy. Many local Avengers become Inspire members, and every Inspire technologist tests new products before they’re released.

The company is in rapid growth mode, with approximately half of the team in its Center City, Philadelphia office and the other half in Santa Monica, California. Despite the distance, silos don’t exist at Inspire. Bi-coastal team members collaborate closely with company-wide Slack channels and both offices have live video streams to encourage interactions throughout the day. When the member support team (known internally as “member support Avengers”) said their CRM software was lackluster, the product and development teams fixed it by building an entirely new platform customized to their needs.  

Team members in Philadelphia have the opportunity to spend time working in Santa Monica, and vice versa. Santa Monica employees might have the luxury of working in beautiful Southern California, but Philadelphia-based staff are afforded an incredible view of City Hall from Inspire’s lofty perch across the street. All Inspire employees, however, share a passion for the environment and a perpetual thirst for learning — especially on the job. Just ask Inspire’s developers, who learned Angular 2 to build the company’s consumer technology platform.

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