Strategic Account Director

Who you are

• 7+ years of experience in strategic account management, channel partnerships, or B2B sales/operations with contractors in the solar & storage or broader home services industry
• Demonstrated ability to manage a large, complex partner account—balancing forecasting, order management, program execution, and relationship management simultaneously
• Comfort working with corporate leaders and cross-functional teams as well as regional and field-level stakeholders at a large national organization
• Strong commercial instincts, combined with analytical and operational skills to help a partner incorporate SPAN into their business and commercial operations
• Strong technical aptitude with experience selling or supporting both hardware and software solutions
• Ability to build and execute joint program roadmaps and engage key stakeholders to deliver on them
• Ability to get things done in a fast-paced startup environment
• Strong team-player with a proven track record of working effectively with all stakeholders, including Product, Operations, and Marketing
• Proficient in Salesforce CRM with a strong track record of leveraging the tool to support sales forecasting, account, and opportunity management
• Excellent verbal and written communication skills
• Positive mindset and attitude, strong team player, and a passion for rapidly scaling residential energy management solutions
• Up to 50% travel may be required
• Experience working for a product manufacturer in the renewables or HVAC markets in a two-step distribution sales model
• Experience managing a top-tier or flagship account within a larger channel or partnerships organization

What the job involves

• The Strategic Account Manager serves a critical role, driving partnership success of SPAN’s largest nationwide installer partners
• This role owns and grows partnership outcomes covering both tactical operations and execution as well as strategic program management and roadmap
• We are looking for someone who can operate without a playbook and has a passion for seeding and scaling new offerings within a large, complex organization
• The right candidate will have experience and comfort operating across every level of a partner organization, from executive leadership to regional sales and field installation teams
• Drive overall revenue contribution from SPAN’s largest solar and storage partners, including week-to-week task management, training & sales enablement, marketing & events, product/program roadmap alignment, and strategic initiatives to maximize SPAN adoption and installations
• Serve as the primary point of contact for the partnership, fostering and maintaining a robust, trusted relationship to understand the partner’s needs and deliver customized energy management solutions that grow their business
• Develop fluency with partner business operations, reporting structure, and strategic priorities, and ensure ongoing alignment of SPAN engagement plan
• Lead regular business reviews (QBRs/EBRs) with partner counterparts and leadership
• Track partnership performance across various markets, products, and use cases, and steer activation priorities and resourcing accordingly
• Define and execute joint programs, promotions, and offerings, and integrate them into the partner’s commercial operations
• Interface with the SPAN Product team to represent partner priorities and feedback, and coordinate joint roadmaps, release timelines, and launch plans
• Maximize high-impact training and activation events across the partner’s field sales organization
• Work with leadership to prioritize markets, events, and messaging, and measure the sales and conversion impact of these efforts
• Provide accurate sales forecasts that meet and exceed quota for the account and monitor performance to ensure financial objectives are met
• Manage and oversee operational cadence across forecasts, orders, deliveries, and inventory management
• Work cross-functionally with SPAN teams (Product, Operations, Marketing, Finance) to consistently align on strategy and deliver on partnership commitments

Benefits

• Competitive compensation
• Comprehensive benefits
• Team building and career growth
• Flexible paid time off