Director of Strategic Partnerships

Company Overview:

Our client is a growing player in the EV charging infrastructure space, enabling access to Level 2 charging solutions across long-dwell commercial properties such as housing, hotels, and healthcare facilities. By working with a trusted network of national deployment and technology partners, the company delivers fully financed infrastructure solutions that eliminate upfront and ongoing costs for property owners. Backed by leading infrastructure investors, the team brings together deep expertise in technology, operations, energy, real estate, and construction.

Position Summary:

The Director of Strategic Partnerships will lead the go-to-market launch and growth of a new Infrastructure-as-a-Service (IaaS) and Charging-as-a-Service (CaaS) platform. This individual will play a central role in designing and scaling a national partner channel—covering hardware providers, EPCs, MSPs, GPOs, and REITs—and will be responsible for establishing high-impact commercial partnerships that drive deployment volume.

This is an ideal role for a senior business development or channel professional with experience launching new products, building revenue-generating partner networks, and navigating complex stakeholder environments.

Key Responsibilities:

Go-to-Market Leadership

• Design and execute the GTM strategy for IaaS and CaaS offerings
• Define partner segmentation, pricing structures, and legal agreement frameworks
• Collaborate cross-functionally with underwriting, operations, and executive leadership to ensure launch readiness

Channel Development

• Identify and prioritize partners across EPCs, EV hardware/software providers, managed service providers, and property owners
• Execute referral and co-selling agreements to support scalable customer acquisition
• Build a pipeline of commercial relationships, closing 10 channel deals in Year 1

Partner Enablement & Activation

• Build a structured onboarding and enablement framework (training, pricing tools, collateral)
• Establish workflows for lead sharing, tracking, and reporting
• Drive near-term wins through pilot site activations within 90–120 days

Sales Enablement & Collaboration

• Lead partner training sessions and QBRs
• Develop ROI models, pitch decks, and joint marketing materials
• Coordinate forecasting and pipeline review processes

Reporting & Optimization

• Define and track KPIs related to partner activity, deal flow, and site installations
• Support dashboarding and reporting in collaboration with finance and operations
• Continuously refine partnership strategy and optimize incentive structures

Market Engagement

• Represent the company at industry events, conferences, and webinars
• Contribute thought leadership content on EV infrastructure financing and deployment

Qualifications:

Required

• 10–15 years of experience in business development, partnerships, or channel sales
• Proven success launching new products or services through indirect go-to-market strategies
• Strong communication and negotiation skills with executive presence
• Experience in one or more of the following: clean energy, mobility, PropTech, construction, or commercial real estate

Preferred

• Familiarity with EV charging infrastructure and Energy-as-a-Service business models
• Background working through EPCs, MSPs, brokers, or property management channels
• Experience in high-growth, capital-intensive businesses or infrastructure-backed startups