Director of Channel Sales

Mainspringenergy; Edison (CA); On-site; USD 180,000 - 260,000; Full time

Job summary

Mainspring Energy is seeking a Senior Manager of Channel Sales to drive expansion in the US market. The role focuses on recruiting EPCs, developers, and partners, and then guiding them to close large, complex energy deals.

You will own the full lifecycle of partner-driven revenue, coordinating with Product, Finance, and Engineering to support high-value transactions and ensure growth in a challenging utility landscape.

Qualifications

• Bachelor’s degree required; engineering or quantitative degrees preferred.
• 10+ years of energy/power generation sales experience.
• Track record selling large-scale energy solutions and meeting or exceeding quotas.

Responsibilities

• Own and exceed revenue targets through strategic channel partners.
• Identify, vet, and onboard Tier 1 partners (EPCs, energy developers, integrators).
• Lead cross-functional teams to support partners in closing high-contract-value transactions.
• Deliver high-impact training on value proposition in power quality, resiliency and fuel flexibility.
• Execute go-to-market strategies aligned with national utility environments.

Skills

Channel sales

Partner recruitment

Deal leadership

Sales enablement

Market strategy

Forecasting

Regional expertise

Complex energy sales

Project finance basics

Education

Bachelor's degree

Job description

About Mainspring

Mainspring Energy manufactures and delivers fuel-flexible, low-emissions local power solutions that rapidly add new capacity and deliver reliable, affordable, and sustainable electric power. The company began commercial shipments of its Mainspring Linear Generators in 2020 and today has hundreds of megawatts in advanced development and field operations for leading Fortune 500 companies, data centers, and utilities. Mainspring also partners with global energy leaders including AEP, NextEra Energy Resources, Schneider Electric, and more.

The core values that ground our work, guide our decisions, and connect us together:

• Pragmatic Optimism
• Excellence without Ego
• Proactive Collaboration

Job Overview

Mainspring Energy is seeking a Senior Manager of Channel Sales to drive our continued expansion into the US market. We need a deal orchestrator—a Senior Manager of Channel Sales who can recruit the right EPCs, developers, and partners, and then drive them to close.

Reporting to the Senior Director of Channel Sales, you will be responsible for the full lifecycle of partner-driven revenue: from identifying the right entities in the power market to ensuring they are equipped to close large deals. This role is for a hunter who understands the technical nuances of the data center and distributed energy space and knows how to navigate complex utility landscapes in the region.

• Pipeline & Quota: Own and exceed revenue targets through strategic channel partners
• Partner Recruitment: Identify, vet, and onboard Tier 1 partners (EPCs, Energy Developers, and Integrators)
• Deal Quarterbacking: Lead cross-functional internal teams (Product, Finance, Engineering) to support partners in closing high-contract-value transactions
• Sales Enablement: Move partners from "signed" to "productive" by delivering high-impact training on Mainspring’s value proposition in power quality, resiliency, and fuel flexibility
• Market Strategy: Execute go-to-market strategies tailored to the national utility environment, focusing on behind-the-meter applications and data center load growth
• Forecasting & Performance: Maintain a rigorous, data-driven approach to partner performance, using KPIs to manage pipeline health and provide accurate revenue forecasts to leadership
• Regional Expertise: 10+ years of experience in energy/power generation sales
• Sales Experience: Proven track record of selling complex, big-ticket energy solutions (Turbines, Generators, Electrical infrastructure, Fuel Cells, Microgrids, Large-scale Storage, or Industrial Power Gen). History of retiring quotas in excess of $10M+
• Technical/Financial Acumen: Comfort with project finance concepts (IRR, NPV, PPA structures) and the ability to articulate technical value to engineering stakeholders
• Education: Bachelor’s degree required; Engineering or Quantitative degrees highly preferred

Does your experience not meet all of our posted requirements? Studies have shown that some people are less likely to apply to positions unless they meet every listed requirement. At Mainspring, we are committed to building a diverse, inclusive, flexible, and collaborative environment, so if you want to help us transition the world to clean and affordable electricity, and don’t meet all posted requirements for a particular role, we’d still love to hear from you. Mainspring can sometimes be flexible enough to shift responsibilities for the right person, or otherwise identify open or upcoming roles that may better fit your professional background.

In more traditional words, Mainspring Energy, Inc is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

This compensation and benefits information is based on Mainspring Energy's estimate as of the date of publication and may be modified in the future. We generally do not negotiate on salary once we have made an offer. The level of pay within the range will depend on a variety of job-related factors that may include location, relevant prior experience and/or education, or particular skills and expertise. New hires joining the company tend to be paid within the starting base pay range noted above, with opportunities to increase pay over time based on development of additional skills, competencies, and company-specific knowledge.