Manager, Program Development (Indirect)
Denver, Colorado
GTM – Development & Ops /
Full Time /
Hybrid
Reporting to the Vice President of Program Development, the Manager of Indirect Program Development is focused on developing our customer programs through the Indirect channel.
This role is part of the broader Go-To-Market sales team and is closely linked to Sales leadership. It will be specifically aligned with the Indirect Sales Leader to ensure indirect deals are modeled and documented quickly and accurately. You will be responsible for expanding Redaptive’s wallet share with our Indirect Customers and introducing Indirect customers to the broader Redaptive platform.
We are looking for someone who is comfortable being customer-facing, identifying, and meeting our customers' needs. The candidate should have strong financial acumen, experience in the financial markets, and the ability to lead a team in the future.
This role will also support the Direct sales team on an as-needed basis.
#LI-TD1
Responsibilities and Duties
- Proactively identify Redaptive cross-sell opportunities for existing Indirect customers.
- Educate and support indirect SE’s on the Redaptive platform product suite.
- Ensure adherence to defined boundaries of the sales process by Sales Executives, Partnerships, and other teams.
- Provide feedback and support to Sales Executives to enhance their presentation performance and strategy.
- Assist in developing cash flow models and templatized materials for internal and external use.
- Support the business case development, cash flow modeling, and contracting of strategic accounts.
- Provide expertise in the energy efficiency space to internal and external stakeholders.
- Assist in managing and developing team members, ensuring consistent quality and identifying opportunities for skill development.
- Collaborate with senior team members on key complex deals and situations, providing support and input as needed.
- Support senior team members in handling executive-level client calls and challenging scenarios.
- Support the program development of indirect GTM pursuits (direct as needed).
- Contribute to cross-functional strategic projects and initiatives from ideation to completion.
- Collaborate with legal and product teams on contracting strategies.
- Collaborate with senior team members to support strategic relationships and referral partners.
- Other duties as assigned.
Customer and Sales Support
Team Development and Management
Strategic Collaboration and Project Management
Miscellaneous
Required Abilities and Skills
- Expert understanding of enterprise and B2B sales processes
- Proven ability to reduce contract management and sales cycle times
- Strong communication skills and executive leadership presence.
- Ability to manage through ambiguity and being comfortable in vague situations
- Expertise in financial deal structuring
- Engage directly with Redaptive’s new and existing customers and define how Redaptive’s products can be deployed to solve key customer challenges
- Be the dedicated internal POC for all Indirect program development activities and seamlessly support our Indirect Sales Organization
- Develop strong cross-functional relationships that result in accelerated deal closure
- Collaborate with Legal, Finance and Operations leadership for ensure Compliance with Redaptive approval workflows
- Develop strategy for ensuring all required program information is documented appropriately (Contracts, pricing, etc.).
- Provide reporting on all ongoing Indirect program activity and key program metrics
- Develop internal guidelines for Indirect deal development initiatives
- Demonstrated track record of developing strong customer relationships and identifying complex customer needs
- Ability to manage a future team of 1-3 individual contributors
Education and Experience
- Bachelor’s degree in business, finance, or related field
- 8-10+ Years of sales, sales support, strategic finance, deal desk, strategy or sales consulting experience
- Experience in energy efficiency or renewables industry
- Experience with Salesforce required
- Experience workflow automation tools (Asana, etc) preferred
- Experience with lease pricing software (SuperTRUMP) a plus
- Highly proficient in Excel and PowerPoint
The Perks!
- Equity plan participation
- Company-subsidized benefits: medical, dental, vision, life insurance
- Flexible Spending Accounts: healthcare and dependent care
- 6% 401(k) match with immediate vesting
- Flexible Time Off
- Occasional travel may be required to support key customer programs, trade-conferences, etc. anticipated to be 25% or less. Travel is expected to be within the continental US.
- Expected annual salary: $133,000 - $174,000 (subject to adjustment for relevant experience, skills, geo location)
- Annual bonus target of 20%, subject to company and individual performance
The company is an Equal Opportunity Employer, drug free workplace, and complies with ADA regulations as applicable. All duties and responsibilities are essential functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities. The requirements listed in this document are the minimum levels of knowledge, skills, or abilities.
$132,643 - $174,936 a year
