Partner Director Grid & Energy Services

Description

POSITION DESCRIPTION

As Partner Director at Hanwha Qcells Grid & Energy Services, you will serve as the architect and driving force behind our partner ecosystem strategy, building and scaling partnerships as a core engine of business growth. This is a high-impact role within a startup environment, combining strategic ownership with hands-on execution across partner recruitment, enablement, and revenue generation. You will own the full partner lifecycle—from identifying and onboarding the right partners to enabling co-selling, driving pipeline, and delivering measurable revenue outcomes. The role requires a leader who can operate fluidly across strategy, sales, go-to-market, and operations, and who thrives in environments with minimal structure and significant opportunity. Working closely with Sales, Marketing, Product, and Executive Leadership, you will embed partners deeply into our go-to-market motion to accelerate growth, expand market reach, and increase deal velocity.

RESPONSIBILITIES

Partner Strategy & Ecosystem Development Support and drive growth across assigned partner segments, aligning partner activities with company growth objectives, target markets, and revenue goals. Identify priority partner segments, use cases, and market opportunities where partners can accelerate adoption and revenue. Actively prospect and onboard high-value partners, pitching the joint value proposition to C-level stakeholders. Develop partner joint business plans and end-to-end partner journey, focused on measurable outcomes. Partner Recruitment & Onboarding Lead partner identification, recruitment, and onboarding, building a high-impact partner bench from the ground up. Create and execute a partner recruitment strategy, including value proposition, qualification criteria, and engagement model. Be the first point of contact for prospective partners and newly identified opportunities. Establish clear partner expectations, success criteria, and engagement frameworks. Partner Management & Enablement Serve as the primary relationship owner for key strategic partners, building trust and long-term value. Ensure partners deeply understand our solutions, positioning, and value propositions. Provide partners with the enablement, tools, training, and resources required to sell, implement, and support our offerings. Develop conflict management and rules-of-engagement frameworks, including executive escalation paths when needed. Partner Sales & Revenue Growth Own partner-sourced and partner-influenced pipeline and revenue, you will be responsible for forecasting, tracking, and delivering on channel sales goals. Drive top-of-funnel pipeline generation jointly with partners through co-selling, joint prospecting, and GTM plays. Integrate partners into active sales cycles early to shorten sales cycles and increase deal size. Collaborate closely with Sales to advise on partner selection, deal strategy, and execution. Co-sell complex opportunities, guiding both internal sellers and partner teams through the entire deal lifecycle. Go-To-Market & Co-Marketing Execution Design and execute joint GTM plays, including use-case and solution-based motions. Partner with Marketing to deliver co-marketing initiatives such as events, campaigns, content, and thought leadership. Ensure partner offerings and messaging align with our evolving GTM strategy and customer needs. Act as the internal partner champion, educating teams on how to successfully work with and leverage partners. Represent the company externally as a partner ecosystem leader at industry events and partner forums. Provide feedback to product and leadership based on partner and market insights. Operational Rigor & Relationship Governance Build and manage partner pipeline tracking, forecasting accuracy, and performance metrics. Conduct regular performance reviews with key partners to track progress, identify friction points, strengthen alignment and deepen engagement. Identify gaps in partner capability or engagement and take corrective action. Create lightweight, scalable partner processes appropriate for a startup but designed to grow with the business.

REQUIRED QUALIFICATIONS

8-12+ years of experience in partner management, partner sales, business development, or ecosystem roles, ideally within high-growth or startup environments. Proven track record of recruiting, enabling, and monetizing partners. Evidence of having built or significantly scaled a partner program from an early stage. Strong experience driving partner-led revenue, including sourcing, co-selling, and owning the deal cycle. Comfortable operating across strategy and execution, with a bias toward action and high level of ownership. Strong executive communication skills and ability to influence internally and externally. You are adept at managing complex, multi-stakeholder projects across Sales, Marketing, and Product teams, and with partner teams. You thrive in ambiguity and are comfortable building the plane while flying it. You don't need a pre-existing playbook; you want to write it. You have a "sales-first" mindset. You understand that a partnership is only as good as the revenue it generates. Proficiency in CRM tools and the ability to use data to justify investments. Travel may be required up to 20-30%, depending on business needs. Hanwha Q CELLS America Inc. ("HQCA") is a Qcells company, one of the world's largest manufacturers and providers of solar photovoltaic (PV) products and solutions. Headquartered in Irvine, California, HQCA has been rapidly expanding its business in North America through the expansion of products and solutions, including distributed energy solutions, direct-to-homeowner solar sales and financing, and EPC services. We provide an opportunity to be part of an exciting and growing world-class global business in an interesting and expanding industry of the future.

PHYSICAL, MENTAL & ENVIRONMENTAL DEMANDS

To comply with the Rehabilitation Act of 1973 the essential physical, mental and environmental requirements for this job are listed below. These are requirements normally expected to perform regular job duties. Incumbent must be able to successfully perform all of the functions of the job with or without reasonable accommodation. Mobility Standing 20% of time Sitting 70% of time Walking 10% of time Strength Pulling up to 10 Pounds Pushing up to 10 Pounds Carrying up to 10 Pounds Lifting up to 10 Pounds Dexterity (F = Frequently, O = Occasionally, N = Never) Typing F Handling F Reaching F Agility (F = Frequently, O = Occasionally, N = Never) Turning F Twisting F Bending O Crouching O Balancing N Climbing N Crawling N Kneeling N The salary range is required by the California Pay Transparency Act and may differ depending on the location of those candidates hired nationwide. Actual compensation is influenced by a wide array of factors including but not limited to, skill set, education, licenses and certifications, essential job duties and requirements, and the necessary experience relative to the job's minimum qualifications. •This target salary range is for CA positions only and should not be interpreted as an offer of compensation. You may view your privacy rights by reviewing Qcells' Privacy Policy or by contacting our HR team for a copy.