Channel and Partnerships Manager

The Channel and Partnerships Manager owns Blink’s larger distributor and wholesaler relationships, including master agreements (MSAs) and multiyear commitments. You will turn those relationships into stocking orders, sell-through, and local branch and project opportunities, working side by side with our Territory Sales Managers (TSMs) in the field.

This role is responsible for building and scaling a nationwide network of distribution partners and value-added resellers (VARs) that sell, install, and support Blink’s EV charging station hardware and software solutions. You will own the indirect sales channel end to end: partner recruitment, onboarding and enablement, joint business planning, demand generation, and revenue growth.

The ideal candidate combines a strong channel and distribution sales background with working knowledge of EV charging infrastructure, electrical distribution, or related clean-energy and hardware ecosystems. This is a senior individual contributor seat for someone who already knows how electrical wholesale and distribution really works: branch managers, purchasing, stocking programs, credit, and margin structure. EV charging experience is preferred but not required.

Experience in adjacent categories such as lighting, HVAC, controls, and power equipment is directly relevant.

• Channel Strategy and Partner Recruitment
• Develop and execute a national channel strategy targeting electrical distributors, wholesalers, and VARs (electrical contractors, systems integrators, EPCs, and energy solution providers)
• Own executive-level relationships with Blink’s larger electrical distributors and wholesalers, from national accounts to strong regional players
• Identify, qualify, and recruit new distribution and VAR partners to expand geographic coverage and market segment penetration (commercial, fleet, multifamily, retail, workplace)
• Build and maintain a tiered partner program (e.g., Authorized, Preferred, Elite) with clear requirements, margins, and benefits
• Negotiate and manage MSAs, pricing and margin structures, stocking agreements, and multiyear partner commitments
• Partner Onboarding and Enablement
• Lead onboarding for new partners, including contracts, pricing agreements, product training, and systems access (CRM, deal registration, portal)
• Coordinate technical and sales training in partnership with Product Marketing and Sales Engineering so partners can confidently position, quote, and install charging solutions
• Develop co-branded sales tools, battle cards, and enablement content tailored to distributors and VARs, and enable partner sales, counter, and inside teams with training and quoting tools
• Revenue Growth and Joint Business Planning
• Own and grow revenue targets for the distribution and VAR channel nationally, including sell-in and sell through performance
• Drive stocking orders and sell-through to quota
• Build joint business plans (JBPs) with top-tier partners, including quarterly targets, stocking and sell-through goals, branch coverage, marketing development funds (MDF), and growth initiatives
• Manage deal registration, pricing and discount approvals, quoting and PO processes, and channel conflict resolution
• Field Co-Selling with Territory Sales Managers
• Partner with TSMs so distributor branch relationships produce local project wins, including joint calls, branch visits, and account mapping
• Identify and activate branch-level and project opportunities, then hand off and co-sell with TSMs Demand Generation and Marketing Collaboration
• Partner with Marketing to execute co-op marketing campaigns, trade shows, webinars, and lead-sharing programs that drive partner pipeline
• Support partners in responding to bids, RFPs, and utility and incentive-program opportunities (e.g.,…