Reports ToVice President, Global Channel SalesWhat You Will Be Doing

At , we are building the fueling network of the future, and our channel partners are critical to our strategic expansion. As the Senior Director of NAM Channel Sales, you will be the strategic leader responsible for architecting and executing our entire North American reseller and distribution strategy. You will empower and scale a high-performing channel sales organization to drive market penetration, accelerate revenue growth, and dominate the EV charging landscape. This is a senior leadership role where your strategic vision, commercial acumen, and ability to build a world-class partner ecosystem will directly impact our regional revenue goals and global sustainability mission.

In this strategic leadership position, you will manage, scale, and mentor a team of channel sales professionals responsible for driving revenue through our reseller partners. Your day-to-day will involve shaping the strategic direction for partner recruitment, enablement, and performance management. You will partner closely with executive sales leadership and cross-functional teams to close high-stakes, partner-led enterprise deals. You will act as a key advisor to both our most strategic partners and our internal product and marketing teams, translating market and partner feedback into actionable strategies that shape our future growth. Success in your first 6 to 12 months means establishing a highly scalable channel sales playbook, optimizing the partner lifecycle from onboarding to sales execution, and delivering significant, measurable growth in channel-driven revenue.

What You Will Bring to

• Lead and Scale the Channel Organization: Hire, train, and mentor a high-performing team of Partner Account Managers, guiding them through complex sales cycles, partner development, and enterprise-grade opportunity scoping.
• Architect the Channel Strategy: Own the technical and sales enablement strategy for our partner ecosystem. Ensure our reseller partners are equipped with the solutions, training, and tools required to effectively sell ’s hardware, software, and services.
• Drive Partner Performance: Set clear performance objectives and sales targets for the NAM reseller channel. Monitor and analyze channel sales performance, implementing strategies to optimize results and exceed revenue goals.
• Foster Executive Relationships: Cultivate and maintain strong, lasting relationships with the executive leadership at our most strategic reseller partners, acting as a dedicated executive sponsor to drive mutual growth.
• Optimize Channel Operations: Establish and refine scalable channel sales playbooks, partner onboarding frameworks, and standardized documentation to shorten sales cycles and dramatically improve win rates.
• Align Cross-Functional Strategy: Partner directly with the SVP of Sales and collaborate with Marketing, Product Management, and Solutions Engineering to align channel strategies with overarching regional revenue goals and market expansion targets. Product Management, and Solutions Engineering to align channel strategies
• Champion Market Insights: Serve as the leading voice for the channel within . Gather and share partner feedback and market insights to drive product improvements and enhance the overall partner experience.
• Navigate Deal Complexity: Act as a senior escalation point for critical, partner-led enterprise opportunities, directly assisting in negotiating and resolving complex commercial and deployment challenges.

Requirements

• 12 - 15 years of channel management or channel sales experience, with a proven track record of supporting complex enterprise sales cycles through a partner-led model.
• 5 - 8 years of direct people-management experience at the Director level or equivalent, with demonstrated success in scaling a team.
• Deep familiarity with the EV charging industry, renewable energy, or a related technical field.
• Bachelor's degree in Business, Sales, Marketing, or a related field (MBA preferred).
• Demonstrated ability to develop and execute a comprehensive channel sales strategy that drives significant revenue growth.
• Exceptional capability to translate complex technical and commercial details to both executive and partner audiences.
• Results-oriented mindset with a track record of meeting and exceeding sales targets in a channel environment.
• Proficiency in CRM systems, sales tracking tools, and the Microsoft Office suite.

LocationVancouver, BC - Remote