Director, Partner Solutions

Overview

Energy Hub's Partner Solutions team builds and manages the industry's largest ecosystem of Distributed Energy Resource (DER) and IoT partners, launching flexibility programs that address critical grid challenges with connected devices. We are seeking a Director with strategic vision, exceptional leadership skills, and deep partner management expertise to lead this team and a industry-leading ecosystem. As a senior leader in this highly visible, partner-facing position, you will be accountable for the health, growth, and evolution of Energy Hub's DER partner ecosystem.

You will lead the Partner Solutions team while collaborating closely with Client Success, Customer Support, Marketing, Sales, and Product teams to ensure our partnerships drive strategic business goals. This role reports to the Senior Vice President, Corporate and Business Development.

• Strategic Partner Leadership – Provide strategic oversight for key DER relationships and the overall partner portfolio. Direct the sourcing, integration, and onboarding of new partners onto our platform while ensuring alignment with business objectives.
• Team Management & Development – Lead, mentor, and develop the Partner Solutions team. Build a collaborative, high-performance culture that promotes professional growth and operational excellence.
• Executive Relationship Building – Cultivate deep relationships with senior executives at partner organizations to drive long-term growth, align on strategic priorities, and serve as the escalation point for critical issues.
• Cross-Functional Collaboration – Create alignment across Client Success, Marketing, Sales, Customer Support, Engineering, and Product teams to ensure the partner ecosystem meets both business and technical objectives for Energy Hub and its clients.
• Commercial Strategy & Negotiation – Guide the team on contract negotiations, pricing terms, and legal reviews. Lead advocacy for product and process improvements with partners, including contract re-negotiations when needed.
• Operational Excellence – Direct partner-related work streams using project management best practices. Proactively identify and resolve technical or operational performance issues, escalating critical matters to senior leadership as appropriate.
• Ecosystem Growth Strategy – Oversee market research and vendor analysis to identify high-potential new partners. Approve business cases for integrating new devices and expanding platform capabilities.
• Financial Management – Oversee the team's support for monthly partner invoicing and overall financial management of partner relationships.
• Other duties as assigned

• Bachelor's degree and 10+ years of professional experience, preferably in technology/energy services or a strategic partner/alliance management role.
• 3+ years' experience managing and developing high-performing teams, including experience managing other managers or senior individual contributors.
• Relationship Building and Influence:
  Extensive experience building and maintaining effective, high-level relationships with business and technical personnel across partner and internal executive teams. Demonstrated ability to lead and influence high-level decision-makers through persuasion, negotiation, and consensus.
• Project and Program Management:
  Exceptional organizational and time-management skills, with the ability to manage a portfolio of complex programs and work streams concurrently.
• Analytical Thinking and Decision-making:
  Exceptional analytical skills, capable of synthesizing data from multiple sources for strategic insights. Proven ability to make informed decisions with incomplete information and effectively influence key drivers for project and business progress.
• Negotiation and Contracts:
  Extensive experience and familiarity with contract and pricing terms, and a proven track record in contract execution and advising on complex partnership agreements.
• Communication:
  Excellent verbal and written communication skills, with the ability to convey complex technical and business information clearly to stakeholders at all levels.
• Willingness to travel periodically (~25%).