Channel Sales Manager

Jobtailor

San Francisco (CA)

On-site

USD 120,000 - 180,000

Full time

4 days ago

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Job summary

Jobtailor seeks a results-driven channel sales leader to recruit and manage installer partners across North America, with focus on California and the West Coast. You will own the full sales cycle from first contact to signed agreements, educate installers on dcbel technology, and coach them through initial installations for scalable growth.

The role requires on-site collaboration, strong CRM discipline, and willingness to travel.

Qualifications

5+ years in channel or field sales in solar, storage, EV charging, electrical or building products; or 8+ years in sales/business development with installer network.
Bachelor's degree in engineering, business or related field; equivalent channel sales experience considered.
Proven record recruiting and onboarding installer partners and growing volume.
Hands-on experience working on site with installation crews.
Experience carrying a quota and forecasting at individual account level.
Channel aptitude and field credibility for candidates from adjacent backgrounds.
Spanish fluency is a bonus; C-10/NABCEP is a bonus.
Experience building a sales or training curriculum is a bonus.
Ability to work collaboratively in a fast-paced, high-growth environment.

Responsibilities

Identify, qualify, and recruit installer partners across the territory.
Own the pipeline from first contact through signed agreement.
Educate installers on dcbel technology, value proposition, and unit economics.
Coach new installers through their first customer installations on site, including troubleshooting, until they can install and commission independently.
Own account-level revenue, maintain installer sales funnels, forecast monthly, and drive stage conversion.
Grow installer accounts through volume targets, programs, promotions, and regular business reviews.
Track and improve installer operational KPIs, including lead conversion, installation quality, first-time-fix, and commissioning success.
Serve as the primary commercial contact and coordinate issue resolution across NOC, Field Performance, Customer Service, Operations, and Finance.
Collaborate with marketing on lead generation, co-marketing content, installer training, and product launches.
Maintain accurate CRM records and report territory performance and forecasts to the CRO.
Collect market intelligence and installer feedback on products, pricing, and competition.
Help structure and standardize dcbel's sales playbook.
Support Ara deployments and scalable growth across North America.

Skills

Channel sales

Installer recruitment

Account management

On-site installation coordination

Quota forecasting

Sales training curriculum

Spanish fluency

C-10 electrical/NABCEP bonus

CRM proficiency

Excellent communication

Willingness to travel

Education

Bachelor's degree in engineering, business or related field

Tools

CRM software

Job description

Identify, qualify, and recruit installer partners across the territory
Own the pipeline from first contact through signed agreement
Educate installers on dcbel technology, value proposition, and unit economics
Coach new installers through their first customer installations on site, including troubleshooting, until they can install and commission independently
Own account‑level revenue, maintain installer sales funnels, forecast monthly, and drive stage conversion
Grow installer accounts through volume targets, programs, promotions, and regular business reviews
Track and improve installer operational KPIs, including lead conversion, installation quality, first‑time‑fix, and commissioning success
Serve as the primary commercial contact and coordinate issue resolution across NOC, Field Performance, Customer Service, Operations, and Finance
Collaborate with marketing on lead generation, co‑marketing content, installer training, and product launches
Maintain accurate CRM records and report territory performance and forecasts to the CRO
Collect market intelligence and installer feedback on products, pricing, and competition
Help structure and standardize dcbel's sales playbook
Support Ara deployments and scalable growth across North America

Requirements

5+ years in channel, partner or field sales in solar, storage, EV charging, electrical or building products; or 8+ years in sales/business development with a transferable installer or contractor network
Bachelor's degree in engineering, business or a related field; equivalent channel sales experience considered in lieu of a degree
Demonstrated record of recruiting and onboarding installer or contractor partners and growing their volume
Hands‑on experience working on site with installation crews
Experience carrying a quota and forecasting at individual account level
Channel aptitude and field credibility for candidates from adjacent backgrounds
Detailed knowledge of interconnection and incentives in target markets is a bonus
Experience taking a first‑of‑a‑kind product through permitting (AHJ, interconnection) is a bonus
Spanish fluency is a bonus
C-10 electrical license or NABCEP is a bonus
Experience building a sales or training curriculum is a bonus
Ability to work collaboratively in a fast‑paced, high‑growth environment
Ability to explain new concepts simply
Credibility with electricians and installation crews
Self‑direction and comfort with early‑stage channel ambiguity
Ability to hold partners accountable while maintaining relationships
Strong EQ, entrepreneurial mindset, resourcefulness, and clear communication
Comfort with CRM and changing business processes
Coaching mindset and patience for partner training
Strong written and verbal communication
Willingness to work flexible schedules across East Coast and West Coast business hours, including occasional evenings and weekends
Willingness to travel for events, installer visits, and customer installations

Core Competencies

Demonstrates expertise in channel sales and partner recruitment within the solar and electrical industries, with a strong focus on installer training, account management, and operational KPI improvement. Proven ability to drive revenue growth and maintain effective communication across diverse teams and stakeholders.

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