VP, Partners & Channels (Utility Industry experience is required)

Position Overview:

This is a key business development executive role responsible for driving key revenue channels for VertexOne.

The VertexOne software solution suite addresses needs of water, gas and electric utilities, public and private, regulated and non-regulated. Partners include the world’s leading AMI technology providers, payment services providers and system integrators.

This role is responsible for defining and executing the strategy and business plan for alliances and channel partners, with a focus on driving company growth through strategic partnerships in the utility sector. The successful candidate will be a leader who can balance short- and long-term strategies, break into untapped channels, and set the direction to increase deal velocity and maximize the impact of our solutions.

Essential Job Duties:

• Be accountable for revenue directly driven and influenced by channels.
• Support existing and develop new channel programs, including strategy formulation, content creation, and enablement plans.
• Create partner plans with go-to-market strategies and enablement, delivering win-win solutions with strategic partners.
• Define partner-specific business plans with quantifiable goals.
• Educate the direct sales force on partner and channel synergy and benefits.
• Participate in overall sales strategy and analyze market dynamics for successful execution.
• Establish and maintain key performance indicator metrics, emphasizing recurring revenue.
• Identify and onboard new partners as part of a scalable, repeatable partnerships model.
• Facilitate internal resourcing to support partnerships.
• Build executive-level relationships in channel organizations and develop marketing and operational strategies for success.
• Partner cross-functionally with marketing, sales, professional services, and customer success to simplify and scale offerings.
• Lead sales enablement efforts to ramp and continuously educate the team.
• Ensure partners conduct business up to company standards.

Job Requirements:

• Minimum 10 years of applied experience in the electric, gas, and water utility environment, with a strong track record in strategic alliances and partnerships.

• Demonstrated familiarity with Advanced Metering Infrastructure (AMI) and utility systems integrators.

• Technical aptitude and sales experience with utility products and services.

• Deep understanding of sales to utilities and utility buying behaviors.

• Proven experience building and growing a successful partner ecosystem.

• Prior channel enablement experience.

• Familiarity with electric, gas, and water utility state and federal regulatory requirements.

• Strong analytical skills, including user needs analysis, financial business modeling, budgeting, and forecasting.

• Advanced proficiency in PowerPoint and Excel for presentations and data analysis.

• Ability to independently conduct reporting and analysis in Salesforce.

• Proven ability to map product features to market requirements.

Excellent interpersonal skills:

• Outstanding written and oral presentation skills, with strong storytelling ability and the capacity to synthesize and respond to complex client needs.

• Commitment to operational excellence in B2B organizations, emphasizing high-touch, long-term relationships.

JobFamily

Sales

JobFunction

Senior Executive

PayType

Salary

EmploymentIndicator

Regular

HiringMinRate

150000

HiringMaxRate

220000