Go-to-Market Partnership Manager/Director

Uplight is creating a new category of energy. We make software that manages energy resources in homes and businesses—including things like smart thermostats, electric vehicles, solar panels, storage batteries, heat pumps, and even people’s behavior—to generate, shift, or save energy to balance the grid, making it more efficient and reliable. This creates clean energy capacity that can be used by the power grid instead of burning more fossil fuels. Our solutions accelerate the transition to clean energy and save money for energy customers.We are looking for a Go-to-Market Partnership Manager/Director to drive our company forward, and help us lead the clean energy revolution!How you will make an impact: We are looking for a passionate Go-to-Market Partnership Manager/Director who will play a pivotal role in identifying, establishing, and nurturing strategic partnerships to bring our products/services to market effectively. This role is instrumental in driving our market expansion efforts, increasing sales bookings and revenue, and creating mutually beneficial collaborations with partners. The ideal candidate will be an experienced, results-oriented individual with a proven track record of developing and maintaining partnerships, negotiating complex agreements, and supporting sales to leverage the partnership to accelerate opportunities and expand into new markets. An understanding of the energy ecosystem, key industry partners, and utility priorities is a must have.   

• You will identify, establish and maintain strategic partnerships that align with our product roadmap and market positioning. Your efforts will cultivate relationships with partners that can enhance our market presence and drive revenue growth.
• Collaborating closely with internal teams, including marketing, sales, product, and account management, you will align go-to-market strategies with overall business objectives. You will manage and navigate partnership discovery with technical, sales, and market leaders and develop market sizing and pricing recommendations for executive leadership review and buy in.  
• Sales enablement of Uplight sales team and leading training of partner sales teams. Provide support during the sale process to expand sales of Uplight and partner products. 
• You will define and track key performance indicators (KPIs) to measure the effectiveness of go-to-market partnerships. Your analytical skills will be crucial in analyzing data and metrics to assess the performance of campaigns and initiatives, driving data-driven decisions for future strategies.
• Leading negotiations and finalizing partnership agreements, you will ensure all terms and conditions are clearly defined, mutually beneficial, and legally sound.
• Your role will involve managing ongoing relationships with partners, ensuring compliance with contractual obligations, and offering support during escalations. 
• You will be the second member of a growing Partnership Team. This will require willingness and ability to develop new processes and guidance to streamline and accelerate partnership management. 
• You, along with the other Partnership Team members, will have bookings, revenue, and cost savings quarterly targets associated with partnership activities. 
• You will attend key conferences and partnership meetings including developing agendas and preparing participants to ensure successful and effective meetings that progress the partnership. Travel expected up to once per month on average. 

What you bring to Uplight: 

• 7 + years of partnership, sales or sales support experience with a track record of nurturing beneficial partner relationships to achieve revenue goals
• Exceptional negotiation, communication, and presentation skills.
• Analytical mindset with the ability to interpret data and draw meaningful insights.
• Results-oriented approach with a focus on driving measurable outcomes from partnerships.
• Demonstrated ability to work effectively in cross-functional teams.
• Excellent communication, interpersonal and persuasion skills, with the ability to build strong relationships both with clients and internal stakeholders.
• Ability to work independently and as part of a team in a fast-paced environment

Don’t meet every single requirement? Studies have shown that women, marginalized genders and people of color are less likely to apply to jobs unless they meet every single qualification. At Uplight we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job descriptio