Principal, Strategic Partnerships

$130,500 - $182,850/Yr

Stem-U - Boston, MA

posted 7 months ago

Full-time - Principal
Remote - Boston, MA
Educational Services

About the position

As the Principal of Strategic Partnerships at Stem, you will play a pivotal role in developing key partnerships that drive the ongoing pipeline development and opportunity creation for the company. Your primary focus will be on identifying and pursuing strategic channels that can enhance the market penetration of Stem's innovative products and services. This role is highly cross-functional, requiring extensive collaboration with various business functions within Stem, including Sales, Product Marketing, Finance, Product Management, and Solutions Management. In this position, you will lead efforts to identify, negotiate, and finalize partnership arrangements with key industry players that can significantly drive channel sales of Stem's products. This includes the Modular Energy Controller, Energy Management System (EMS), PowerBidder optimization software, PowerTrack Asset Performance Management (APM) software, and a variety of services. You will assess the competitive landscape to determine how Stem's offerings can best complement other suppliers, thereby providing enhanced value propositions and competitive advantages. Based on this analysis, you will identify potential partners to target for new or expanded relationships. Your responsibilities will also include developing and maintaining relationships with new potential strategic partners, such as Original Equipment Manufacturers (OEMs) of DC blocks and Power Conversion Systems (PCS)/inverters, Engineering, Procurement, and Construction (EPC) firms, and other technology or service providers. You will vet potential strategic partners, propose contractual relationships, and close deals to establish partnerships, collaborating with other Stem teams, including Supply Chain, Product Management, and Sales, as necessary. Additionally, you will develop and execute contracts to formalize these partnerships, working closely with Legal, Pricing, and other teams to ensure that they provide revenue and gross margin opportunities for the company. Finally, you will work with other members of the Stem team to ensure that the company can meet the product and service needs of these partnerships within the required timelines.

Responsibilities

  • Lead efforts to identify, negotiate, and sign partnership arrangements with key industry players that can drive channel sales of Stem's products.
  • Assess the competitive landscape and determine which potential partners to target for new or expanded relationships.
  • Develop and maintain relationships with new potential strategic partners, including OEMs, EPC firms, and other technology or service providers.
  • Vet potential strategic partners, propose contractual relationships, and close deals to establish partnerships.
  • Develop and execute contracts to formalize partnerships, collaborating with Legal, Pricing, and other teams.
  • Work with other members of the Stem team to ensure that the company can meet the product and service needs of partnerships on necessary timelines.

Requirements

  • 7+ years of experience in business development, partnership development, sales, or related roles in the energy sector, with storage and/or solar experience a plus.
  • Experience negotiating and closing partnership and/or strategic deals.
  • Demonstrated success in leading teams with indirect influence (e.g., dotted line management, partner management, or client management).
  • Demonstrated project management skills.
  • Comfort with ambiguity, self-motivated and ability to independently prioritize.
  • Ability to interface with all levels of management and communicate cross-functionally in a structured and clear manner to influence outcomes.
  • Excellent verbal and written communication, team collaboration, and organizational skills.
  • Ability to work autonomously with excellent time management skills, focusing on key outcomes amidst competing priorities and tight deadlines.
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