Senior Director, Head of Global Partner Development

Fluence•Arlington, WA

2d•Remote

About The Position

Fluence (Nasdaq: FLNC) is a global market leader delivering intelligent energy storage and optimization software for renewables and storage. Our solutions and operational services are helping to create a more resilient grid and unlock the full potential of renewable portfolios. With gigawatts of successful implementations across nearly 50 markets, we are transforming the way we power our world for a more sustainable future. For more information, please visit fluenceenergy.com. Job Description: Role Overview Fluence is building a differentiated, global partner-led growth engine, and the Head of Global Partner Development will play a central role in shaping, launching, and scaling this capability. This leader will own the strategy, alignment, and execution of Fluence’s global partner development efforts—initially focused on identifying, onboarding, and activating the first wave of global pilot partners, and then evolving the function into a scalable, revenue-generating partner sales organization. The role is global in scope, with an initial geographic focus on the United States, Germany, Australia, and the United Kingdom, followed by expansion into future priority markets. This individual will define partner types, segmentation, account strategies, onboarding timelines, and joint execution models, ensuring partnerships are tightly connected to pipeline creation, deal progression, and revenue realization. As the face of Fluence to the partner community, this leader will own and coordinate 360-degree partner execution across pilot partners, their sales organizations, and their executive leadership teams—while working closely with internal stakeholders to ensure seamless, repeatable execution at scale. This role is suited for a builder, executor, strategist, and visionary - someone who thrives in ambiguity, brings an innovator’s mindset, and is relentlessly focused on translating partnership strategy into revenue impact. The ideal candidate is customer-obsessed, comfortable unleashing their voice constructively, and energized by building momentum that scales.

Requirements

10+ years of experience in technology or energy sector sales, partnerships, or go-to-market leadership roles.
Proven success building and executing joint account plans and partner-led pipeline.
Demonstrated ability to convert pipeline into revenue within complex, matrixed partner ecosystems.
Experience working across multiple partner types and market segments.
Strong background collaborating across hardware, services, and digital/software offerings.
Executive presence with the ability to engage credibly with partner and customer leadership.
Ability to influence across global, cross-functional organizations.

Nice To Haves

Experience operating in high-growth industries such as energy storage, data centers, or adjacent infrastructure markets.
Track record of building partner functions from early-stage or pilot phases through scale.
Experience navigating partners with highly complex, matrixed organizations of their own.

Responsibilities

Lead Global Partner Strategy & Development Define and own Fluence’s global partner development strategy, including partner archetypes, market and segment focus, and prioritization logic.
Establish clear criteria for partner selection, qualification, and activation aligned to Fluence’s growth objectives and revenue targets.
Develop a structured roadmap for partner onboarding across priority markets, with defined milestones, success metrics, and expansion triggers.
Partner closely with regional sales to build & execute partner execution & prioritization.
Identify, Onboard, and Activate Pilot Partners Lead identification and qualification of initial pilot partners across targeted geographies and segments.
Design and execute a repeatable partner onboarding framework, including enablement, joint value propositions, co-selling motions, and governance cadence.
Stand up early joint execution models with pilot partners that drive immediate pipeline creation and opportunity shaping.
Create momentum through hands-on engagement with partner sales teams and leadership to accelerate early wins.
Drive Partner-Led Pipeline and Revenue Own the development and execution of joint account plans with partners, including account targeting, stakeholder mapping, opportunity strategy, and executive alignment.
Build and scale partner-led pipeline, ensuring strong progression from early-stage opportunities through to closed sales.
Translate partner activity into measurable commercial outcomes, with a clear line of sight from strategy to revenue impact.
Optimize partner incentives and engagement models based on partner type, segment participation, and market dynamics.
Scale the Partner Sales Function Design the operating model required to scale partner sales globally, including coverage models, governance, performance management, and regional interlocks.
Establish consistent ways of working between partner teams and regional sales, sales engineering, and deal teams.
Contribute to the development of partner enablement infrastructure, tools, and programs in collaboration with internal stakeholders.
Help shape the evolution of Fluence’s partner GTM motion as it matures from pilot execution to a scalable growth engine.
Serve as Representative to the Partner Ecosystem Act as the main interface between Fluence and its global partner community.
Build trusted, long-term relationships with partner executives and senior stakeholders.
Lead executive business reviews and strategic planning sessions with key partners.
Represent Fluence externally as a thought partner and trusted collaborator across the ecosystem.
Drive Cross-Functional Alignment Work in close collaboration with Sales Transformation, Partner GTM Strategy, Partner Programs & Product, Sales Engineering, Legal, Commercial Finance, Marketing, Enablement, and Regional Sales teams.
Ensure partner strategies are executable, scalable, and supported by the right internal processes and resources.
Influence across a highly matrixed organization to drive alignment without authority.