Fluence
Job Title
Vice President Channel Sales at Fluence
About the Company Fluence (Nasdaq: FLNC) is a global market leader delivering intelligent energy storage and optimization software for renewables and storage. Our solutions and operational services help 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, visit fluenceenergy.com.
Job Description We are all in for growth. Our teams are relentlessly focused on identifying and seizing opportunities that propel us forward. We embrace an ownership mindset, pushing ourselves and each other to accelerate progress and create lasting success.
About the Position The Vice President, Global Channel Sales will define and execute Fluence’s global channel and partner strategy to extend market reach, accelerate revenue growth, and improve win rates across established and emerging markets. This role will design and operationalize a scalable, partner-led go‑to‑market model, leveraging system integrators, EPCs, financiers, utilities, and technology partners to deliver integrated hardware, software, and service solutions. The successful candidate will be both a strategic architect and an execution leader, building the framework, teams, and partnerships needed to establish channels as a significant contributor to Fluence’s growth flywheel.
Key Responsibilities Global Channel Strategy & Execution
Define and implement a comprehensive channel strategy that expands Fluence’s total addressable market and accelerates growth across priority regions: US, UK and Germany.
Identify, recruit, and activate top-tier partners, including SIs, EPCs, energy traders, financiers, and digital solution providers, to deliver bundled storage and digital offerings.
Establish market entry gates, partner qualification criteria, and performance tiers to align partners with Fluence’s commercial strategy and product roadmap.
Partner Program Design & Governance
Architect and launch a structured global partner program, including deal registration, co-marketing funds, rebates, training benefits, and partner certification.
Develop and oversee partner contracting frameworks (MSAs, work orders, incentive structures) aligned with regional compliance and commercial policies.
Collaborate with Legal, Finance, and RevOps to ensure transparent governance, scalable contracting, and risk management.
Cross-Functional Leadership
Build and lead a global channel organization comprising regional Channel Directors, Partner Sales Engineers, and Channel Operations.
Partner closely with Sales, Marketing, Product, Delivery, and Services to integrate channel efforts into core go-to-market and customer success strategies.
Champion a “One Fluence” approach to partner engagement, ensuring alignment across the business and a consistent partner experience globally.
Performance Management & Continuous Improvement
Define and track KPIs such as channel-sourced pipeline, revenue contribution, win rate uplift, and partner satisfaction.
Lead regular partner business reviews and adapt strategies based on market dynamics and performance outcomes.
Leverage data insights to optimize channel operations, deal velocity, and partner enablement.
Market Intelligence & Differentiation
Analyze evolving energy storage market structures, regulatory frameworks, and competitor channel models to inform strategy.
Position Fluence’s portfolio, including Gridstack, Smartstack, and Fluence IQ—as “channel-ready solutions” with differentiated value propositions.
Create mechanisms to capture partner and customer feedback to influence product evolution, digital tools, and commercialization strategy.
Qualifications
15+ years in global channel or partnerships leadership roles within energy, renewables, grid infrastructure, or technology-driven industrial sectors.
Proven track record of building and scaling partner ecosystems in complex B2B or solution-based environments.
Strong understanding of project-based sales cycles, commercial contracting, and energy storage or power systems.
Demonstrated experience implementing partner programs, incentives, and governance models across geographies.
Bachelor’s degree in business, Engineering, or related field required.
MBA or advanced degree preferred.
Key Competencies
Strategic thinker with execution excellence in global, matrixed organizations.
Commercial acumen with deep understanding of partner economics.
Strong leadership and stakeholder influence across Sales, Product, and Executive teams.
Data-driven, outcome-oriented, and customer-obsessed.
Skilled at balancing agility with process discipline to enable scalable growth.
Equal Employment Opportunity Statement Fluence is an Equal Opportunity Employer and fully subscribes to the principles of Equal Employment Opportunity to ensure that all applicants and employees are considered for hire, promotion, and job status without regard to race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, marital or familial status.
Our Culture At Fluence, our culture is the foundation that drives our ambitious growth strategy and fuels our mission to transform the future of energy. Our core cultural pillars empower us to innovate, collaborate, and lead with purpose, ensuring we continue to deliver unparalleled value to our customers and the world.
Unleash Voices We believe every voice matters. We encourage openness, active listening, and decisive action to create a culture where everyone has the opportunity to contribute to our success. We foster an environment where diverse perspectives are heard and valued, driving innovation and progress.
Customer Fluent Our customers are at the heart of everything we do. We’re committed to delivering exceptional value that exceeds expectations by understanding our customers’ needs and adapting swiftly to meet them. Our deep focus on customer satisfaction drives us to continuously improve and innovate.
Infinite Impact We are committed to creating the impossible. We push boundaries to deliver sustainable, game-changing solutions that shape a brighter, more energy-efficient future for all. Our team is passionate about making a lasting impact that will resonate for generations to come.
All In We are all in for growth. Our teams are relentlessly focused on identifying and seizing opportunities that propel us forward. We embrace an ownership mindset, pushing ourselves and each other to accelerate progress and create lasting success.
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About the Company Fluence (Nasdaq: FLNC) is a global market leader delivering intelligent energy storage and optimization software for renewables and storage. Our solutions and operational services help 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, visit fluenceenergy.com.
Job Description We are all in for growth. Our teams are relentlessly focused on identifying and seizing opportunities that propel us forward. We embrace an ownership mindset, pushing ourselves and each other to accelerate progress and create lasting success.
About the Position The Vice President, Global Channel Sales will define and execute Fluence’s global channel and partner strategy to extend market reach, accelerate revenue growth, and improve win rates across established and emerging markets. This role will design and operationalize a scalable, partner-led go‑to‑market model, leveraging system integrators, EPCs, financiers, utilities, and technology partners to deliver integrated hardware, software, and service solutions. The successful candidate will be both a strategic architect and an execution leader, building the framework, teams, and partnerships needed to establish channels as a significant contributor to Fluence’s growth flywheel.
Key Responsibilities Global Channel Strategy & Execution
Define and implement a comprehensive channel strategy that expands Fluence’s total addressable market and accelerates growth across priority regions: US, UK and Germany.
Identify, recruit, and activate top-tier partners, including SIs, EPCs, energy traders, financiers, and digital solution providers, to deliver bundled storage and digital offerings.
Establish market entry gates, partner qualification criteria, and performance tiers to align partners with Fluence’s commercial strategy and product roadmap.
Partner Program Design & Governance
Architect and launch a structured global partner program, including deal registration, co-marketing funds, rebates, training benefits, and partner certification.
Develop and oversee partner contracting frameworks (MSAs, work orders, incentive structures) aligned with regional compliance and commercial policies.
Collaborate with Legal, Finance, and RevOps to ensure transparent governance, scalable contracting, and risk management.
Cross-Functional Leadership
Build and lead a global channel organization comprising regional Channel Directors, Partner Sales Engineers, and Channel Operations.
Partner closely with Sales, Marketing, Product, Delivery, and Services to integrate channel efforts into core go-to-market and customer success strategies.
Champion a “One Fluence” approach to partner engagement, ensuring alignment across the business and a consistent partner experience globally.
Performance Management & Continuous Improvement
Define and track KPIs such as channel-sourced pipeline, revenue contribution, win rate uplift, and partner satisfaction.
Lead regular partner business reviews and adapt strategies based on market dynamics and performance outcomes.
Leverage data insights to optimize channel operations, deal velocity, and partner enablement.
Market Intelligence & Differentiation
Analyze evolving energy storage market structures, regulatory frameworks, and competitor channel models to inform strategy.
Position Fluence’s portfolio, including Gridstack, Smartstack, and Fluence IQ—as “channel-ready solutions” with differentiated value propositions.
Create mechanisms to capture partner and customer feedback to influence product evolution, digital tools, and commercialization strategy.
Qualifications
15+ years in global channel or partnerships leadership roles within energy, renewables, grid infrastructure, or technology-driven industrial sectors.
Proven track record of building and scaling partner ecosystems in complex B2B or solution-based environments.
Strong understanding of project-based sales cycles, commercial contracting, and energy storage or power systems.
Demonstrated experience implementing partner programs, incentives, and governance models across geographies.
Bachelor’s degree in business, Engineering, or related field required.
MBA or advanced degree preferred.
Key Competencies
Strategic thinker with execution excellence in global, matrixed organizations.
Commercial acumen with deep understanding of partner economics.
Strong leadership and stakeholder influence across Sales, Product, and Executive teams.
Data-driven, outcome-oriented, and customer-obsessed.
Skilled at balancing agility with process discipline to enable scalable growth.
Equal Employment Opportunity Statement Fluence is an Equal Opportunity Employer and fully subscribes to the principles of Equal Employment Opportunity to ensure that all applicants and employees are considered for hire, promotion, and job status without regard to race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, marital or familial status.
Our Culture At Fluence, our culture is the foundation that drives our ambitious growth strategy and fuels our mission to transform the future of energy. Our core cultural pillars empower us to innovate, collaborate, and lead with purpose, ensuring we continue to deliver unparalleled value to our customers and the world.
Unleash Voices We believe every voice matters. We encourage openness, active listening, and decisive action to create a culture where everyone has the opportunity to contribute to our success. We foster an environment where diverse perspectives are heard and valued, driving innovation and progress.
Customer Fluent Our customers are at the heart of everything we do. We’re committed to delivering exceptional value that exceeds expectations by understanding our customers’ needs and adapting swiftly to meet them. Our deep focus on customer satisfaction drives us to continuously improve and innovate.
Infinite Impact We are committed to creating the impossible. We push boundaries to deliver sustainable, game-changing solutions that shape a brighter, more energy-efficient future for all. Our team is passionate about making a lasting impact that will resonate for generations to come.
All In We are all in for growth. Our teams are relentlessly focused on identifying and seizing opportunities that propel us forward. We embrace an ownership mindset, pushing ourselves and each other to accelerate progress and create lasting success.
#J-18808-Ljbffr