Senior Director, Head of Global Partner Development

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.

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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.

• 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.

• 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.

• 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.

• 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…