Head of Growth Partnerships
Reports to: Chief Strategy Officer · Location: Remote-friendly (US), with regular travel · Function: Growth Partnerships (newly formed)
The Role
You own BoxPower's new-channel growth engine end to end. Working under the CSO, you take a defined set of go-to-market channels and carry them the full distance: from channel and partner analysis, to a prioritization recommendation, to signed partners, committed pilots, and qualified pipeline.
This is a player-coach role for our stage. Part strategist (which channels, which partners, which model), part operator (go land the first ones yourself). As channels mature, you build the repeatable motion and help stand up the sales team that runs it.
Your domain
This is a channel/partner role — defined by how you sell, not by which market. You own the partner-driven motion across both markets below; direct-sold relationships stay with the core team and the CSO.
Market 1 — Utilities buying distributed capacity. Utilities are squeezed on two fronts: speed (load growth outrunning what they can build) and affordability (rate pressure from regulators and ratepayers). Standardized 1–20 MW battery/generator installations answer both — deployed in months, and cheaper than the substation and wire upgrades they let utilities defer. Two segments: large investor-owned utilities and cooperatives / city utilities (single projects, 6–18 months).
Market 2 — C&I customers buying speed and reliability. Businesses staring down multi-year interconnection waits, buying onsite power to open sooner with bridging or flexible interconnection. Our niche is under-20 MW generator + battery + solar systems
Your channels:
- Tier 1 — GCs / design-builders and solar-storage EPCs: partner on the BESS, interconnection, and microgrid scope they can't self-perform.
- Tier 2 — Energy developers and mid-tier / regional ESCOs.
- Tier 3 — Generator distributors and BESS sellers.
- Allies (non-transactional): specifiers and advisors / program architects who shape spec and design upstream of the buy.
What you'll do
Channel strategy & prioritization (own the recommendation)
- Pressure-test the channels above against volume, sales-cycle speed, margin, and fit with BoxPower's differentiated assets; recommend which to prioritize and in what sequence.
- Define the partnership model per channel — referral, co-sell, EPC-subcontract, or reseller — including the scope and IP boundary that lets us partner with EPCs without training competitors.
- Feed a clear, evidence-based channel prioritization into the CSO's 3–5 year plan.
Partnerships & pipeline (own the proof)
- Identify, court, and close founding channel and strategic partners.
- Build and manage credible, qualified pipeline in the prioritized channels; convert at least one relationship into a committed pilot.
- Represent BoxPower externally to partners, developers, specifiers, and prospective customers.
Building the motion
- Turn what works into a repeatable process; help hire and hand off to a sales team as channels mature.
- Feed market signal back into product/engineering and support the CSO on fundraise-facing narrative.
What you bring
- ~15+ years in commercial, business development, or partnerships roles — ideally energy, cleantech, infrastructure, or technical B2B including head of org level ownership.
- A track record of building partnerships and pipeline from a standing start in ambiguous, early-stage markets.
- Genuine range across strategy and execution: you can build the model and make the call, then go close the deal yourself.
- Working fluency in the energy transition, distributed energy, and C&I / utility power landscape strongly preferred.
- Thrives in a small, fast-moving team; low ego, high ownership.
Compensation & logistics
- Base salary: $160,000- $200,000
- Equity: meaningful stock options
- Performance bonus: milestone-based, tied to partner and pipeline targets, detailed during the process
- Location & travel: Remote-friendly with 10–20% travel for partner meetings, site visits, and in-person team collaboration.
BoxPower is an Equal Opportunity Employer.
Skills Required
- Approximately 15 or more years in commercial, business development, or partnerships roles
- Experience building partnerships and qualified pipeline from a standing start in ambiguous, early-stage markets
- Ability to operate across strategy and execution, including personally closing partnerships
- Experience with head-of-organization-level ownership
- Working fluency in energy transition, distributed energy, and C&I or utility power markets
- Experience in energy, cleantech, infrastructure, or technical B2B
- Willingness to travel 10–20% for partner meetings, site visits, and team collaboration
What We Do
BoxPower provides clean, reliable, and affordable energy to rural consumers. Our ecosystem of software and hardware solutions optimize the performance and accelerate the deployment of solar plus storage microgrids. From energy audit to operation, BoxPower provides turnkey engineering, construction, and management services.
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