Indirect Channel Development Specialist

EDP Energia Italia; Milano; In loco; EUR 65.000 - 90.000; Tempo pieno

Descrizione del lavoro

EDP Energia Italia is seeking a proactive Partnerships & Business Development professional to identify, recruit and activate commercial partners across Italy. You will build a structured partner funnel, train partners on EDP solutions and drive first qualified opportunities.

Ideal candidates have 1–2 years in B2B sales or channel development, strong negotiation skills and a results-driven mindset. Experience in energy or utilities is preferred, and existing Italian partner networks are a plus.

Competenze

• 1–2 years in B2B sales or channel development
• Proven ability to recruit and activate partners
• Strong negotiation and deal structuring skills
• Experience in energy or utilities is a plus
• Ability to analyze pipeline and forecast revenue

Mansioni

• Identify and recruit high-potential partners in Italy
• Activate partners and align on commercial priorities
• Develop and maintain partner pipelines and forecasts
• Train partners on EDP solutions and processes
• Collaborate with product, legal and risk teams

Conoscenze

B2B sales

Partner recruitment

Negotiation

Pipeline management

Analytical

Entrepreneurial

Energy sector experience

Formazione

Bachelor's degree

Strumenti

CRM systems

Descrizione del lavoro

We are EDP, a global energy company present in around 25 markets with a particular emphasis on renewable energies. With 50 years of experience, we have been consolidating a relevant presence on the world energy scene based on the commitment to be all-green by 2030, leading the energy transition. With more than 12,000 employees around the world, we are committed to using our energy and heart to drive a better tomorrow.

What you will do:

The role is primarily responsible for identifying, recruiting, activating and developing high-quality commercial partners, turning partner relationships into recurring qualified opportunities and profitable sales.

Partner acquisition

• Map the Italian partner ecosystem and identify high-potential partner targets.
• Proactively approach and recruit new commercial partners.
• Build and manage a structured partner acquisition funnel.
• Assess partners based on customer access, commercial capability, geographic/segment coverage and expected productivity.
• Pitch the EDP partner proposition and negotiate commercial collaboration terms within agreed guardrails.

Partner activation

• Own the first 90 days after partner recruitment.
• Define target accounts and commercial priorities with each new partner.
• Train partners on EDP solutions, target customers and commercial process.
• Drive first customer introductions and qualified opportunities.
• Minimize time from partner signing to first productive activity.

Pipeline and sales

• Generate incremental qualified pipeline through the partner network.
• Drive opportunity progression and conversion together with partners.
• Maintain clear forecasts and next actions.
• Deliver agreed MW, revenue and gross-margin objectives.

Partner performance

• Monitor partner productivity and conversion.
• Develop high-potential partners and implement recovery plans for underperformers.
• Recommend partners to scale, deprioritize, renegotiate or exit.
• Ensure management effort is focused on partners creating measurable value.
• Understand partner commission structures and deal economics.
• Assess whether partner compensation reflects the value created.
• Support optimization of channel profitability, cost/MW and partner ROI.
• Identify margin leakage and propose improvements to the partner commercial model.

Partner proposition

• Gather systematic feedback from current and prospective partners.
• Identify barriers to recruitment and activation.
• Work with Product, BD and management to improve EDP's partner proposition, tools, processes and incentives.

Internal orchestration

• Act as commercial owner of the partner relationship.
• Coordinate Sales Support, BD, Product, Legal, Risk and Field teams where required.
• Ensure internal complexity does not prevent partner activation or opportunity conversion.

What we are looking for:

• At least 1-2 years of B2B commercial, business-development or channel-development experience.
• Demonstrable success in hunting and recruiting new partners or customers.
• Experience building commercial relationships from scratch.
• Strong negotiation and influencing capability.
• Entrepreneurial, field-oriented and highly results-driven.
• Comfortable managing external entrepreneurs, agency owners and commercial organizations.
• Strong analytical and pipeline-management discipline.
• Good understanding of commercial economics and profitability.
• Experience in energy, solar, utilities, telecommunications, industrial services or another B2B channel-intensive sector preferred.
• Existing relevant Italian commercial network is an advantage.

More than academic knowledge and technical skills, we are looking for ambitious people who are enthusiastic about the future and who bring human skills aligned with our purpose.

Equal opportunities for all

Our vision is that each person combines their unique characteristics and experiences to fulfill our mission of creating new energy for the planet. We are an inclusive employer, ensuring all candidates are treated fairly throughout the recruitment process. We welcome and value all people, and we are committed to fostering a sense of belonging for each person who is part of the EDP group.

As a top employer we:

• Empower our employees through a positive and innovative work environment that promotes collaboration and agile decision-making;
• Respect and value each person, providing a flexible, healthy, and inclusive workplace with a range of attractive benefits;
• Provide a meaningful work experience and prepare our people for future challenges through different opportunities for development and internal mobility;

Our efforts have resulted in several distinctions over time, highlighting the EDP group's strong positioning and its dedication and commitment to attracting and retaining the best talent:

• Top employer certification by Top Employers Institute
• Part of the Bloomberg Gender-Equality Index
• Top 100 Workplaces by Houston Chronicle