Director, Partner Management

Utilidata is a fast-growing energy technology company using distributed artificial intelligence (AI) to accelerate the clean energy transition and better serve utility customers. As the electric grid becomes more complex with the rapid growth of data centers, electric vehicles, distributed solar, batteries, heat pumps and extreme weather, utilities need real-time visibility of grid conditions. Utilidata’s distributed AI platform, powered by our custom NVIDIA module, is transforming the way utility companies operate with real-time visibility at the grid edge to better utilize customer energy resources, reduce power outages, and enable quicker storm recovery. 
Our team is seeking an experienced and highly motivated Director, Partner Management to lead efforts to establish and grow key company channel partnerships. In this role, you will collaborate closely with R&D, legal, communications, and GTM teams to identify, prioritize, and secure partnerships with key channel partners in the energy and utility sectors. You will oversee the creation and execution of commercial agreements, address emerging strategic issues, and build scalable processes to ensure the success of our partnership efforts. This is a remote position based in the United States with a focus on fostering strong relationships and maximizing the value of our partnerships. We are looking for candidates who are collaborative, adaptive and mission-driven. Candidates will be expected to collaborate cross-functionally with remote teams based across the country.
Responsibilities

• Assist in supporting the COO and senior leadership team in developing strategies to grow and manage  channel partnerships within the energy and utility sectors
• Drive joint go-to-market strategies with channel partners, including enablement, sales alignment, co-selling, and co-marketing programs tailored to large-scale systems integrators and technology alliances
• Manage complex, multi-regional partner programs with large firms, navigating cross-functional dynamics and business development structures in organizations like Deloitte or Accenture
• Define and track performance metrics for channel partners, including sales pipeline impact, certifications, training completion, and revenue contribution, while continuously optimizing the partner program for scale.
• Lead the negotiation, vetting, and execution of commercial agreements, ensuring alignment with organizational objectives
• Contribute to cross-functional collaboration efforts, helping to synthesize input and ensure partnership goals are understood across teams
• Create and implement repeatable and scalable processes for establishing and managing partnerships
• Manage key relationships with external partners, helping to maintain strong relationships and ensure smooth day-to-day operations
• Collaborate with the communications team to help highlight partnerships in marketing and public-facing initiatives such as events and conferences
• Assist with the logistics and coordination of partner engagement events, providing executional support to drive meaningful interaction, with support from communications

Minimum Qualifications 

• Deep experience managing enterprise-level channel or reseller partnerships or relationship management initiatives, ideally within consulting, SI, or technology alliance ecosystems
• Proven success driving partner-sourced revenue through indirect sales motions, including partner enablement, joint marketing, and field sales collaboration
• Familiarity with the operational models and business incentives of global resellers and SIs, including how to influence outcomes without direct control
• Strong understanding of commercial contract negotiation, partner ecosystem dynamics, and partnership lifecycle management
• Excellent communication, negotiation, and problem-solving skills, with the ability to work effectively in cross-functional teams to drive partnership success
• A proactive and team-oriented mindset, with attention to detail and a desire to contribute to broader strategic goals
• Exposure to partnership lifecycle or ecosystem management, with experience building, executing, and preferability scaling business processes
• Willingness to travel up to 35% of time

Enhanced Qualifications (Nice to Have) 

• Bachelor’s degree in Business, Engineering, or a related field; MBA or advanced degree
• Prior experience at a top-tier consulting firm with a strong track record in strategic problem-solving, client engagement, and cross-functional project execution
• Prior experience in a startup or high-growth environment
• Familiarity with U.S. federal and state energy policies, market dynamics, and emerging technologies

Salary Range: $155,000 to $185,000 depending on experience 
Location: This position can be performed remotely from anywhere in the United States.
Our Commitments:
Utilidata values the diversity of our team. We provide equal employment opportunities without regard to race, color, religion, creed, sex, gender, sexual orientation, gender identity or expression, national origin, age, physical disability, mental disability, medical condition, pregnancy or childbirth, sexual orientation, genetics, genetic information, marital status, or status as a covered veteran or any other basis protected by applicable federal, state and local laws.
We are committed to:

• Creating a diverse and inclusive workplace that is welcoming, supportive, affirming and respectful
• Empowering employees to solve problems and work together to make a difference
• Providing mentorship and growth opportunities as part of a collaborative team
• A flexible work environment with flexible paid time off
• Competitive compensation and benefits, including health, dental, vision, and employer-match 401k