Installer Channel Sales Manager

dcbel Inc; San Francisco (CA); Hybrid; USD 120,000 - 190,000; Full time

Benefits offered by this job

Health insurance

ESOP

Job summary

dcbel Inc. is seeking an Installer Channel Sales Manager to build and grow a high‑performing installer network across North America, driving recurring revenue through strong partnerships and a scalable playbook.

You will recruit and onboard partners, coach on dcbel technology and economics, manage forecasts, and work with marketing, product, and operations to ensure high installation quality and momentum. Travel across time zones is expected as needed.

Qualifications

• 5+ years in channel/partner or field sales in solar, storage, EV charging, electrical or building products.
• Bachelor's degree in engineering, business or a related field; equivalent channel sales experience considered in lieu of a degree.
• Hands-on experience working on site with installation crews, not office-only account management.
• Has carried a quota and forecast at individual account level.

Responsibilities

• Identify, qualify and recruit installer partners in the territory; own the pipeline from first contact through signed agreement.
• Educate installers on dcbel technology, the value proposition and the unit economics so they can sell Ara to their own customers.
• Accompany every new installer through their first customer installations — on site, coaching and troubleshooting — until they can install and commission unaccompanied.
• Own account-level revenue: maintain a sales funnel per installer, forecast monthly and drive conversion at each stage.
• Grow each account: set volume targets, run programs and promotions, and hold a regular business review with each installer.

Skills

Channel sales

Field sales

Partner onboarding

On-site installation

Quota

Forecasting

CRM

B2B sales

Education

Bachelor's degree

Tools

CRM software

Job description

dcbel Inc. (www.dcbel.energy) is a growing company developing technology and designing products that make clean, efficient, and sustainable energy accessible to all — because everyone in the world deserves energy without compromise.

dcbel at the leading edge of the residential energy revolution, enabling decentralized energy consumption and production through its vertically integrated suite of energy hardware and software products, and their supporting infrastructure. Our flagship product, the Ara Home Energy Station, is a wall mounted device that gives everyone ownership over their energy supply by using solar power to charge their EV and home, unlocking their EV’s battery for backup power (V2H), and optimizing the energy flow between their solar panels, EVs, backup battery and the grid.

The opportunity

We’re looking for a Installer Channel Sales Manager responsible for building, developing, and growing a high‑performing installer network that enables dcbel to expand Ara deployments across North America. From identifying and signing new installation partners to guiding them through their first successful customer projects, you will transform partner recruitment into recurring revenue and long‑term market growth. This role owns the relationship, performance, and success of each installer account, ensuring high installation quality, strong close rates, and increasing sales volume. By developing and executing a repeatable playbook for recruiting, onboarding, activating, and growing installer partners, you will help create the foundation for dcbel's next phase of scalable growth.

Main responsibilities

• Identify, qualify and recruit installer partners in the territory; own the pipeline from first contact through signed agreement.
• Educate installers on dcbel technology, the value proposition and the unit economics so they can sell Ara to their own customers.
• Accompany every new installer through their first customer installations — on site, coaching and troubleshooting — until they can install and commission unaccompanied.
• Own account‑level revenue: maintain a sales funnel per installer, forecast monthly and drive conversion at each stage.
• Grow each account: set volume targets, run programs and promotions, and hold a regular business review with each installer.
• Track and improve installer operational KPIs (lead conversion, install quality, first‑time‑fix, commissioning success) alongside the NOC and the Field Performance Lead; performance data is shared, account ownership stays with sales.
• Act as the primary commercial point of contact for the installer and drive issue resolution across NOC, Field Performance, Customer Service, Operations and Finance.
• Work with marketing on lead generation, co‑marketing content and installer training; support product launches.
• Maintain accurate account, opportunity and activity records in CRM; report territory performance and forecast to the CRO.
• Collect market intelligence and installer feedback on product, pricing and competition, and feed it back to product and pricing.

Success looks like: After 3 months multiple regional installer accounts generating sales and completing installations, after 6 months, opening of additional regions and accounts, collaborating with or leading wider channel sales team. After 12 months, multiple regions and accounts generating ongoing sales. Supporting sales organisation by leaning on previous experience and dcbel's unique products and feature sets to structure and standardize our sales playbook.

Key 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, not office‑only account management.
• Has carried a quota and forecast at individual account level.
• Adjacent backgrounds considered (inside sales, technical support, customer success, solar sales support) where the candidate shows channel aptitude and field credibility.

Bonus skills

• Detailed knowledge of i
  nterconnection and incentives in target markets
• Experience taking a first of a kind product through permitting (AHJ, interconnection)
• Spanish fluency
• C-10 electrical license or NABCEP
• Experience building a sales or training curriculum

Profile

• Thrive in a fast‑paced, high‑growth environment; excellent collaboration and teamwork skills
• Comfortable explaining new concepts in simple terms
• Credibility with electricians and installation crews — earns trust on a job site, not only in a meeting room.
• Self‑directed and comfortable with the ambiguity of an early‑stage channel.
• Holds partners accountable to their numbers without damaging the relationship.
• Strong EQ, entrepreneurial mindset and resourceful and ability to communicate complex issues clearly and concisely.
• Comfortable with CRM and established and/or changing business processes
• Coaching mindset and patience to teach a partner through their first installations.
• Strong written and verbal communication; collaborative across field, NOC and product teams.
• Schedule Flexibility: This role supports customers across multiple North American time zones. Candidates must be willing to work a flexible schedule that may include East Coast and West Coast business hours, as well as occasional evenings and weekends, based on business needs.
• Travel as required by role, including events, installer visits, and customer installations

What's in it for you

• Be part of a company that is backed by numerous globally respected investors and has world‑changing patents in an industry changing for the first time in history.
• Grow your professional experience amongst blue chip partners and a close‑knit team of committed and experienced energy experts who deeply care about the work they do.
• Benefit package including health insurance, ESOP, etc.