Sr. Manager of Technology Alliances

We are looking for a Senior Manager, Technology Alliances on the east coast in North America who will continue the thriving demand response programs and help our energy client maintain its role as a leader in the energy industry sector.
Engage with senior field leadership and strategy teams to develop technical integrations requirements roadmap. Publish to client organization.
Refine current & recommend future technology and industry partners to strengthen client DER automation.
Identify new energy offering market segments within which Strategic Alliance relationships should be developed to grow business.
Confirm client customer portfolio value proposition across field integration strategy.
Identify, qualify, and pursue new strategic alliances that will successfully identify and deliver integration solutions to client current portfolio & future strategy:

Initiate, negotiate, and execute strategic alliance relationship terms and teaming contracts.
Establish and manage alliance relationships to productivity and performance goals.
Facilitate, document, and communicate lead generation and sales engagement plans both internally and externally.
Create business case justifications and bilateral value projections for alliance relationships.
Create and execute an Alliance Partnership Success Plan for each Alliance. Review and modify this plan with Alliance & client leadership quarterly to bi-annually.
Facilitate the joint development of overall alliance goals and objectives.
Monitor alliances’ execution and delivery performance. Work with appropriate internal and external stakeholders to surface and remedy any deviation from expected performance.
Collaborate with stakeholders to ensure adequate national coverage of alliance relationships to support alliance performance goals.
Work with marketing and sales to identify required collateral, outreach, and lead generation activities to support alliances success.
Provide leadership in the sales engagement and overall relationship management of alliance partners:

Accountable for managing client and Alliance Partner resources to achieve defined annual relationship performance goals.
Manage Alliance Partner sale team(s) introduction and interface with client business processes and sales teams.
Supervise or be the primary delivery vehicle for Alliance Partner enablement, training, and productivity sessions.
Responsible for coordinating Alliance interaction with client sales, engineering, and operations, across applicable regions.
Oversee client & Strategic Alliance Partner’s collaborative marketing activities and collateral development.
Be the primary point of contact for Alliance. Directly provide or coordinate alliance partner “customer service”.
Role Deliverables:

Manage Alliance portfolio to meet or exceed revenue & profitability contribution performance metrics.
Penetration rate of signed and productive Alliance relationships in assigned target market segment(s) and geographic regions.
Execution of periodic leadership level relationship reviews.
client Sales Team empowerment and engagement.
Quantity of sales opportunities identified by Alliances managed.
Strategic Alliance satisfaction level.

We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment regardless of their race, color, ethnicity, religion, sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military or uniformed service member status, or any other status or characteristic protected by applicable laws, regulations, and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please send a request to HR@insightglobal.com.To learn more about how we collect, keep, and process your private information, please review Insight Global's Workforce Privacy Policy: https://insightglobal.com/workforce-privacy-policy/.

Bachelor’s Degree. Preferred within a technical field.
10 Years proven sales/business development, experience with results at or above quota.
Must have experience working for an Energy Management Software or Controls/ Automation OEM or implementer, distributed energy resource provider with a focus on technical integration, or related energy management focused business.
Established network of contacts in the C&I industries with both the “client side” as well as the “vendor side” experience.
Working knowledge of energy markets, demand response, and the power/utilities industry.
Experience and strong understanding of automation solutions, including Open ADR.
Demonstrated application knowledge of prospective alliance company solution offerings including controls and VFDs, energy management & analytics, lighting, mechanical systems, on-site generation, etc.
Effective negotiator that is able to bring contracts to close, while obtaining sustainable terms.
Widely regarded as a person of integrity who demonstrates respect for clients, partners, management, peers, and subordinates.
Track record of success in implementing initiatives and leading with informal authority in a matrix environment.
Effective communicator in speaking engagements, formal sales presentations, one-on-one sales calls, internal meetings, and in print.
Strong organizational / planning skills.
Effective at prioritizing and efficient at allocating limited resources to achieve performance goals.
Travel requirements: 40-60%

Benefit packages for this role will start on the 1st day of employment and include medical, dental, and vision insurance, as well as HSA, FSA, and DCFSA account options, and 401k retirement account access with employer matching. Employees in this role are also entitled to paid sick leave and/or other paid time off as provided by applicable law.