Manager, OEM Relationships

Qcells North America

San Francisco (CA)

Hybrid

USD 146,000 - 164,000

Full time

33 hours ago

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Job summary

Hanwha Q CELLS America Inc. in California seeks a Manager, OEM Relationships to own relationships with SolarEdge, Enphase, and Tesla, negotiating OEM and vendor agreements for QSS’s residential TPO operations.

You will lead API and data access negotiations, warranty management, and strategic OEM partnerships, coordinating with Legal, Finance, Operations, and Platform teams. The role may be remote or on-site in SF or Irvine, with travel up to 20%.

Qualifications

Bachelor’s degree in Business, Engineering, Renewable Energy, or related field.
5+ years in commercial contract management, vendor management, or partnerships.
Experience negotiating complex OEM, warranty, data licensing, or API agreements.
Direct experience with solar equipment manufacturers or energy OEMs preferred.
Knowledge of solar PV hardware, inverters, monitoring systems, and asset operations.

Responsibilities

Own end-to-end lifecycle of OEM and vendor agreements, including data, warranties, and services.
Lead negotiations with SolarEdge, Enphase, Tesla; manage renewals and pricing terms.
Coordinate with Legal, Finance, Operations, O&M, Data, and Platform teams to align agreements with objectives.
Lead API and data-access negotiations, set data rights and SLAs, and manage renewals.
Develop warranty negotiation strategies and manage warranty workflows and reporting.
Cultivate long-term OEM relationships and monitor product roadmaps and service programs.

Skills

Contract negotiation

Vendor management

Strategic partnerships

Data & API negotiation

Warranty management

Excel/Office Pro

Solar hardware knowledge

OEM relationship lead

Education

Bachelor's degree in Business

Engineering background

Renewable energy knowledge

Tools

Contract lifecycle management

CRM software

PowerPoint

Excel

Job description

POSITION DESCRIPTION:

The Manager, OEM Relationships owns QSS’s commercial relationships with key equipment manufacturers, including SolarEdge, Enphase, and Tesla, and manages the portfolio of OEM and vendor agreements supporting QSS’s residential solar Third-Party Ownership (TPO) operations.

Description

This role serves as QSS’s primary commercial interface with OEM partners, leading negotiations and ongoing management of agreements governing API and data access, equipment warranties, service levels, commercial terms, and vendor performance. A major priority is using QSS’s growing installed-base volume and purchasing leverage to secure favorable O&M warranty terms, strengthen manufacturer accountability, protect asset performance, and reduce long‑term portfolio costs.

The ideal candidate combines commercial contract negotiation and strategic vendor management expertise with a practical understanding of solar PV hardware, inverter technologies, monitoring platforms, warranty programs, and TPO asset operations. This individual must be comfortable negotiating directly with OEM counterparts across both business and technical functions and translating complex commercial and technical requirements into clear contractual terms and operational guidance.

Third-Party Ownership continues to be an important growth segment within residential solar. Qcells is positioned to expand within this market through its domestic manufacturing capabilities, dealer network, financing platform, and integrated residential energy strategy.

This position reports to the QSS, Director or Product and Platform or other personnel designated by the President of the Company.

The role may be performed remotely or on-site, with offices located in San Francisco, CA, and Irvine, CA. Standard work hours are Monday through Friday, 8:00 AM–5:00 PM or 9:00 AM–6:00 PM local time, with occasional overtime or weekend work as business needs require. Travel up to 20% may be required.

Responsibilities

OEM & Vendor Commercial Contract Management

Own the end-to-end lifecycle of QSS’s OEM and vendor agreement portfolio, including commercial agreements supporting equipment, software, data, warranties, and related services.
Manage strategic agreements with key OEM partners, including SolarEdge, Enphase, and Tesla, ensuring contractual obligations are met and QSS’s commercial interests are protected.
Lead contract renewals, amendments, and new agreement negotiations, including pricing, service levels, warranties, data rights, performance obligations, and risk allocation.
Maintain a centralized contract and relationship management framework tracking key terms, renewal dates, obligations, pricing, SLAs, and commercial risks.
Partner with Legal, Finance, Operations, O&M, Data, and Platform teams to structure agreements aligned with operational requirements, financial objectives, and risk tolerance.

API & Data Access Negotiations

Lead negotiations for API, data access, and data licensing agreements with OEM manufacturers, expanding coverage as QSS’s monitoring and analytics requirements grow.
Define data‑access requirements in partnership with Data, Technology, and Platform teams and translate technical specifications into clear contractual requirements.
Negotiate and manage API SLAs, usage rights, data ownership provisions, pricing structures, uptime requirements, and service commitments.
Monitor compliance and manage renewals proactively to prevent disruptions to critical monitoring and operational data flows.
Evaluate new OEM data integrations that can improve asset visibility, analytics, monitoring, and operational automation.

O&M Warranty Negotiation & Management

Lead warranty negotiations with OEM partners, leveraging QSS’s portfolio scale to obtain stronger O&M terms, including extended coverage, favorable defect thresholds, improved replacement provisions, service commitments, and streamlined claims processes.
Manage warranty claim workflows from defect identification through OEM resolution and financial recovery, coordinating closely with Field Operations and O&M teams.
Develop and maintain warranty performance reporting covering claim volume, recovery rates, resolution timelines, recurring defects, and OEM performance.
Analyze equipment failure and defect trends to inform future contract negotiations and identify systemic product‑quality concerns.
Escalate recurring or high‑impact product issues with OEM leadership and drive corrective‑action discussions.
Develop internal SOPs for warranty claims, escalation, dispute resolution, documentation, and manufacturer engagement.

Strategic OEM Relationship Development

Serve as QSS’s primary commercial relationship owner for assigned OEM partners, cultivating long‑term partnerships that support portfolio growth and operating performance.
Build relationships across OEM commercial, business development, product, technical, service, and executive teams.
Monitor OEM product roadmaps, pricing changes, warranty policies, service programs, and technology developments and assess their implications for QSS.
Identify opportunities to deepen OEM partnerships through preferred‑partner arrangements, strategic pricing, enhanced warranty programs, joint initiatives, data integrations, and expanded service agreements.
Provide leadership with regular reporting on OEM relationship health, contract status, warranty performance, commercial risks, emerging issues, and strategic opportunities.

Required Qualifications

Bachelor’s degree in Business, Engineering, Renewable Energy, or a related field; advanced degree preferred.
5+ years of experience in commercial contract management, vendor management, strategic partnerships, procurement, business development, or a related function, preferably within solar, renewable energy, energy technology, or distributed energy.
Demonstrated experience negotiating complex commercial agreements, including one or more of the following: OEM agreements, warranty agreements, data licensing, API access, service agreements, or technology contracts.
Direct experience working with solar equipment manufacturers or energy-technology OEMs strongly preferred.
Working knowledge of solar PV hardware, inverter technologies, monitoring systems, and equipment performance.
Familiarity with residential solar TPO structures, distributed energy assets, asset lifecycle management, and O&M operations.
Demonstrated ability to translate technical and operational requirements into commercial contract terms.
Strong analytical skills with the ability to use warranty, defect, performance, and cost data to support negotiations and business decisions.
Excellent written and verbal communication skills, with the ability to conduct senior-level commercial negotiations and cross‑functional discussions.
Advanced proficiency in Microsoft Excel, PowerPoint, Word, and Outlook.
High degree of professionalism, judgment, integrity, and executive presence.
Ability to travel up to 20%.

Preferred Qualifications

Experience negotiating API access, data licensing, telemetry, monitoring, or software/data agreements with hardware OEMs.
Experience with a residential solar TPO, solar finance, asset management, or distributed energy company.
Experience managing OEM warranty claims, equipment defects, RMAs, field‑service escalations, or manufacturer recovery programs.
Familiarity with OEM monitoring platforms such as SolarEdge Monitoring Platform, Enphase Enlighten, and Tesla energy monitoring systems.
Experience using contract lifecycle management, warranty management, asset management, or field service management systems.

Compensation

In accordance with applicable pay transparency laws, the anticipated annual base salary for this position is:

Zone 1 (Bay Area, NYC): $146,200 – $164,400
Zone 2 (CA, NJ, NY): $134,000 – $150,700
Zone 3 (All others): $121,800 – $137,000

The applicable salary range is based on the employee’s primary work location. Individual compensation will be determined based on qualifications, relevant experience, education, skills, internal equity, and other business-related factors.

Hanwha Q CELLS America Inc. (“HQCA”) is a Qcells company, one of the world’s largest manufacturers and providers of solar photovoltaic (PV) products and solutions. Headquartered in Irvine, California, HQCA has been rapidly expanding its business in North America through the expansion of products and solutions, including distributed energy solutions, direct‑to‑homeowner solar sales and financing, and EPC services. We provide an opportunity to be part of an exciting and growing world‑class global business in an interesting and expanding industry of the future.

Physical, Mental & Environmental Demands

Mobility

Standing

20% of time

Sitting

70% of time

Walking

10% of time

Strength

Pulling

up to 10 Pounds

Pushing