Senior Channel Partnership Specialist

Role summary

Channel sales

• Manage assigned distributors and partners against targets, maintain account plans, and participate in monthly and quarterly business reviews.
• Support sell-through and sell-out growth by identifying opportunities in product mix, pricing, incentives, and territory coverage.
• Work with Regional Sales Managers to grow sales and activate installers across assigned territories.
• Prioritise inactive and high-potential installers, conduct outreach, and track activation and reactivation pipelines.
• Maintain Salesforce partner pipeline and prepare channel revenue versus target reports.
• Support negotiation of commercial terms, SPIFFs, and rebates within approval limits, and track partner commitments.
• Represent the company at trade events, roadshows, and distributor activities; manage day-to-day partner programs against KPIs.

Channel marketing

• Help develop and execute channel marketing plans and campaigns, including EDM, SMS, promotions, and installer engagement.
• Support SPIFF and installer incentive programs, product launches, trade events, and distributor marketing activities.
• Coordinate campaign messaging, assets, and logistics; track engagement, leads, channel performance, and campaign ROI.

Performance and incentives

• Compensation includes a competitive base salary plus a Channel Growth Incentive based on agreed KPIs, weighted toward sales attainment.
• Incentive measures include channel sales growth, distributor activation, installer growth and reactivation, and marketing campaign performance.
• Additional upside is available for exceeding annual channel targets; incentives apply to assigned partners and programs with measurable responsibility, not all company sales.

Experience and qualifications

• At least 2 years in channel sales, account management, partner development, or a similar B2B sales role.
• Energy storage, solar/PV, electrical, or adjacent industry experience is ideal; distributor or installer engagement is highly regarded.
• Working proficiency in Salesforce or a similar CRM and analytical skills in pipeline tracking, basic forecasting, and performance reporting.
• Channel marketing interest and ability to brief campaigns and interpret results; strong communication and relationship-building skills.
• Proactive, organised, and eager to learn; willing to travel for distributor visits and trade events.
• Bachelor’s degree in Business, Marketing, or Engineering, or equivalent practical experience.

Work arrangement

• The role is described as hybrid.