Director, Strategic Partner Sales

Trystar Inc

About The Position

Trystar is a leader in power distribution equipment and related services at the heart of supporting our electrical infrastructure. Our team members focus on producing the highest quality products in the industry and providing industry-leading service. Whether based in our state-of-the-art headquarters in Faribault, MN, our corporate office in Burnsville, MN, or a member of our team out in the field, safety and integrity are our guiding principles, and we work together to achieve excellence for our customers every day. Trystar’s team members are our most important asset. We are in search of a Director, Strategic Partner Sales, responsible for overseeing our regional sales organization. Under the leadership of the VP of Sales, the Director, Strategic Partner Sales is responsible for developing and implementing a Partner Playbook for Trystar that defines the strategic partner opportunities for target markets and the associated omni-channel strategy for growth. The Director, Strategic Partner Sales will lead partner identification, attraction, and selection (partners such as 3rd party Representatives, developers, financiers, distributors, wholesalers, contractors, EPCs, value added resellers, and authorized service providers, etc.) needed to best support the business development, sales, and marketing teams. The Director, Strategic Partner Sales will use robust sales process and CRM tool usage with 3rd party partners and direct Trystar sales team members to manage sales campaigns and the opportunity funnel. The Director, Strategic Partners ultimately owns the strategy and Partner Playbook, the associated partner programs and agreements, managing the performance and efficacy of the 3rd party partners and has shared accountability with business development for attaining double digit growth within focus market segments and regions. We are seeking a high energy, execution-oriented individual who will have a passion for the growth and evolution of this business and the customers it serves. The Director, Strategic Partner Sales will be experienced in developing, growing, and managing a diversity of partners serving different end markets, have the ability to lead all Trystar resources required to achieve business objectives, and be able to successfully collaborate with an extensive network of independent manufacturers’ representatives. This role requires a good understanding of the electrical power, data center, utility, commercial construction, and industrial end user markets, the capability to assimilate technical product, services, solutions and market knowledge, and the ability to think big and be bold in their leadership in addition to outstanding sales leadership functional skills. We are looking for people who believe in our guiding principles and values of: Safety – We believe everyone should leave Trystar facilities in the same or better condition than when they arrived. Integrity – We’re honest, transparent, and committed to doing what’s right. Customer focus – We have relentless focus on our customers and their success. Right with speed – We use good judgement, make thoughtful decisions quickly, and execute them with purpose and intensity. Play for each other – We’re a team. We show up for each other and we know that through teamwork we achieve greatness. Champion change – We know adaptation and improvement are requirements to survive and to thrive. Enjoy the journey – We create an environment where our team feels appreciated and has fun along the way.

Requirements

Bachelor’s degree in Marketing, Business Administration, Engineering or related majors.
10+ years of relevant channel development experience in technical/engineering-oriented industries
3+ years of experience as a leader of leaders
Omni-channel experience
Experience in both direct and independent manufacturers’ representative sales
Willing to travel >60%
Based anywhere in the continental US
Strong CRM skills using Salesforce.com or equivalent.
Proficiency in Excel, PPT, Word and other common business software tools

Nice To Haves

8-10 years experience in or selling through different types of channels to market
8-10 years experience in the power and/or microgrid space
Experience with a service-based business
Experience in multiple customer facing functions

Responsibilities

Develop and lead the execution of a coordinated territory strategy focused on fulfilling Trystar’s vision to be a full solution provider to our customers with success measured by order growth and customer net retention.
Mature team’s sales skills including territory planning, account planning, and sales motions.
Drive revenue growth by leading to bring in new customers and maximizing share of wallet at existing accounts through upsell and cross sell.
Create territory plans and campaigns that mobilize the Trystar team to develop opportunities and increase their win rates
Leverage data, business intelligence, and analytics to get results
Display your influencing and communication skills
Execute sales forecasting and funnel management at a level that improves the effectiveness of the other functional groups’ performance and meets customer expectations
Exhibit a growth mindset and display your ability to manage change
Utilize your business acumen in regular decision making

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