Installer Channel Sales Manager

dcbel Inc•San Francisco, CA

1d•Hybrid

About The Position

dcbel Inc. is seeking an Installer Channel Sales Manager to build, develop, and grow a network of installation partners across North America. This role is crucial for expanding the deployment of dcbel's flagship product, the Ara Home Energy Station, which enables decentralized energy consumption and production. The manager will be responsible for the entire lifecycle of installer relationships, from recruitment and onboarding to driving sales volume and ensuring high installation quality. This position plays a key role in dcbel's scalable growth strategy by creating and executing a repeatable playbook for channel partner success.

Requirements

5+ years in channel, partner, or field sales within the solar, storage, EV charging, electrical, or building products industries; OR 8+ years in sales/business development with a transferable installer or contractor network.
Bachelor's degree in engineering, business, or a related field; equivalent channel sales experience will be considered in lieu of a degree.
Demonstrated success in recruiting and onboarding installer or contractor partners and growing their sales volume.
Hands-on experience working on-site with installation crews, not solely office-based account management.
Proven track record of carrying a quota and forecasting at an individual account level.
Comfortable with CRM and established/changing business processes.
Strong written and verbal communication skills, with the ability to collaborate effectively across field, NOC, and product teams.
Schedule flexibility to support customers across multiple North American time zones, potentially including East and West Coast business hours, and occasional evenings/weekends.
Willingness to travel above 50% to installer sites and customer installations.

Nice To Haves

Detailed knowledge of interconnection and incentives in target markets.
Experience navigating permitting processes (AHJ, interconnection) for first-of-a-kind products.
Spanish language fluency.
Possession of a C-10 electrical license or NABCEP certification.
Experience in developing sales or training curricula.

Responsibilities

Identify, qualify, and recruit installer partners within a designated territory, managing the pipeline from initial contact to signed agreement.
Educate installer partners on dcbel technology, value proposition, and unit economics to enable them to sell the Ara product to their customers.
Provide on-site coaching and troubleshooting for new installers during their first customer installations until they can independently install and commission.
Manage account-level revenue by maintaining a sales funnel for each installer, forecasting monthly sales, and driving conversion rates.
Grow each installer account by setting volume targets, implementing programs and promotions, and conducting regular business reviews.
Track and improve installer operational KPIs, such as lead conversion, installation quality, first-time-fix rates, and commissioning success, in collaboration with the NOC and Field Performance Lead.
Serve as the primary commercial point of contact for installers, facilitating issue resolution across various internal departments (NOC, Field Performance, Customer Service, Operations, Finance).
Collaborate with the marketing team on lead generation, co-marketing content, installer training, and supporting product launches.
Maintain accurate records of accounts, opportunities, and activities in the CRM system and report territory performance and forecasts to the CRO.
Gather market intelligence and installer feedback on product, pricing, and competition, and relay this information to the product and pricing teams.