Job Description:Role OverviewFluence is building a differentiated, global
partner-led growth engine, and the
Director, AMER Channel Sales will play a central role in shaping, launching, and scaling this capability in the AMER market.
This critical role will drive the
Partner alignment, engagement and execution of Fluence's partner development efforts in the AMER market. Working closely with the Global Channel Sales & Partnerships team, the Director, AMER Channel Sales, will focus on identifying, onboarding, and managing partners that drive
scalable and repeatable incremental revenue aligned to Fluence's growth aspirations.
As the
face of Fluence to the AMER partner community, this market leader will own and coordinate
360-degree partner execution across AMER partners, their sales organizations, and their executive leadership teams-while working closely with internal stakeholders to ensure seamless, repeatable execution at scale.
Key ResponsibilitiesPartner Strategy & Development- Define and own Fluence's AMER partner development strategy, including partner archetypes, segment focus and prioritization logic.
- Establish clear criteria for partner selection, qualification, and activation aligned to Fluence's growth objectives and revenue targets.
- Drive partner onboarding across priority segments aligned to defined launch milestones, success metrics, and expansion triggers.
- Partner closely with the Global Channel Sales & Partnerships team to build & scale partner growth strategies.
Identify, Onboard, and Activate Partners- Lead identification & qualification of partners across targeted geographies (AMER) and segments.
- Leverage partner onboarding framework, including enablement, joint value propositions, co-selling motions, and governance cadence.
- Launch joint execution models with identified 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 & 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 onboarding to revenue impact.
- Optimize partner incentives based on partner type, segment participation, and market dynamics.
Serve as Representative to the Partner Ecosystem- Act as the main interface between Fluence and its AMER partner community.
- Build trusted, long-term relationships with partner executives and senior stakeholders.
- Lead executive business reviews (EBR) and strategic planning sessions with key partners.
- Represent Fluence externally as a thought leader and trusted advisor across the ecosystem.
Drive Cross-Functional Alignment- Work in close collaboration with Global Channel Sales & Partnerships, Sales Transformation, Partner GTM Strategy, Partner Programs & Product, Sales Engineering, Legal, Commercial Finance, Marketing, Enablement, and AMER Sales teams.
- Ensure AMER partner strategies are executable, scalable, and supported by the right internal/market processes and resources.
- Influence across a highly matrixed organization to drive alignment without authority.
What Success Looks Like (12-18 Month Horizon)First 3-6 Months- Priority pilot partners identified, onboarded, and actively engaged in joint selling.
- Clear partner segmentation & engagement model established in AMER market.
- Early partner-led pipeline generated with visible progression and deal shaping.
6-12 Months- Partner-led pipeline becomes consistent, measurable, and forecastable.
- Joint account planning is driving tangible opportunity creation and advancement.
- Active co-selling with partners using shared execution models.
- Governance, cadence, and performance metrics are embedded and operating smoothly through regular cadence.
12-18 Months- Scalable AMER partner sales operating model fully defined and functioning.
- AMER partnerships are a recognized and consistent growth lever across Fluence.
- Fluence is viewed by AMER partners as a preferred platform for driving revenue across hardware, services, and digital solutions.
Qualifications & ExperienceRequired- Minimum 7+ 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.
Preferred- Experience operating in high-growth industries such as energy storage, data centers, or adjacent infrastructure markets.
- Track record of building and growing partner co-sell revenue from early-stage or pilot phases through scale.
- Experience navigating partners with highly complex, matrixed organizations of their own.
Location & Travel- Location: United States (remote).
- Travel: Approximately 50%, with comfort working across multiple time zones
Leadership ProfileThis 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.
