Senior Partner Manager

Who We Are 

Arcadia is the technology company empowering energy innovators and consumers to fight the climate crisis. Our software and APIs are revolutionizing an industry held back by outdated systems and institutions by creating unprecedented access to the data and clean energy needed to make a decarbonized energy grid possible.

In 2014, Arcadia set out on its mission to break the fossil fuel monopoly and since then we have been knocking down the institutional barriers to unlock decarbonization.  To date, we have connected hundreds of thousands of consumers and small businesses with high-quality clean energy options. Fast forward to today, and now, we’re thinking even bigger.  We have launched Arc, an industry-defining SaaS platform that empowers developers and energy innovators to deliver their own custom, personalized energy experiences, accelerating the transformation of the industry from an analog energy system into a digitized information network.

Tackling one of the world’s biggest challenges requires out-of-the-box thinking & diverse perspectives. We’re building a team of individuals from different backgrounds, industries, & educational experiences. If you share our passion for ushering in the era of the clean electron, we look forward to learning what you would uniquely bring to Arcadia!

What we’re looking for:

The Sr. Partner Manager is responsible for cultivating and maintaining relationships among ISV (Data Partners) and SI (System Integrator) partners in our referral and reseller ecosystem, while also developing strategies to increase revenue for Arcadia and the partner. The primary focus will be on ESG use cases, with an additional focus on bill-pay and energy management. The Sr. Partner Manager will be focused on a portfolio of some of our most important Independent Software Vendors (e.g. IBM, Microsoft) and System Integrator (e.g. Accenture, Slalom Consulting) partners, and will help the VP of Partnerships drive the growth and craft the future of ESG, carbon accounting, bill pay and energy management in private and public organizations worldwide. 

The Partnership team is small which requires a Partner Manager who can work independently and manage competing priorities. This role is a great opportunity for an individual who is looking to build and grow this sales channel over a long period of time.  This is an exciting opportunity to be part of a growing business unit within Arcadia that supports the direct and indirect sales teams. 

Arcadia is open to fully remote candidates who are based in the US and employees have access to co-working spaces.

#LI-REMOTE

What you'll do:

In this role, you’ll support, lead, and grow partnerships within our referral and reseller vertical, focused on our ESG and carbon accounting solutions.

• Own day-to-day relationships, enablement, operations, and success of your assigned partners in our reseller and referral vertical, coordinating the development and management of both existing and new strategic partners to drive top of funnel leads. This includes but is not limited to:
• Talking to partner account executives daily to drive new leads and track them in Salesforce 
• Running regular weekly or bi-weekly calls with all of your owned partners and their sales teams, customer success teams, and other important stakeholders 
• Monitoring and running reports in Salesforce to understand win rates, conversion rates, new lead generation by week, and other KPIs
• Planning and executing enablement sessions with your partners regularly 
• Identifying, creating and hosting marketing opportunities such as webinars, case studies, events, thought leadership with your partners and industry-wide as well 
• Reviewing and owning, in partnership with our legal team, contracts such as new reseller/reseller contracts, renewals, and more 
• Identifying new opportunities for growth across our product stack in connection with your partner ecosystem
• Troubleshooting and managing communication when customer issues arise on the partner side, some will be technical in nature 
• Partner with the VP of Partnerships on the big-picture strategy for the partner ecosystem. You will: 
• Proactively implement (and help define) the partner strategy and drive engagement and top of funnel growth
• Work cross-functionally to drive partner success, establish priorities, and identify new opportunities for growth within the partner ecosystem
• Work with the marketing team to develop marketing opportunities (including events and thought leadership) with our partners and in the energy space
• Become an Arcadia product expert and identify new opportunities for growth 
• Evangelize the partnerships’ joint value proposition with Marketing, Sales, Account Management, Customer Success, Product, and Sales Engineering teams to ensure awareness and collaboration
• Metrics are an important part of this role. We focus on tangible results. You will help: 
• Prepare business strategies and territory/pipeline reviews for the VP Partnerships and the Arcadia leadership and executive team
• Track new lead generation across your owned partners and relevant KPIs
• Help create the partner vertical business review every quarter
• Be/become fluent with Salesforce and our other sales tools such as IronClad and CPQ
• Own our pre-lead strategy, which includes crafting language for the BDR team to execute email campaigns for specific partners

What will help you succeed:

Must-haves:

• 5+ years of experience in sales, partnerships, or account management/client success at a SaaS company, ideally in the climate tech space 
• Experience working with enterprise companies at the CXO level
• Knowledge of the System Integrator ecosystem, experience with them is a plus 
• Ability to optimally manage people cross-functionally and across partners, and resources in a complex environment
• Hard-working, work with urgency, results-oriented, ability to work operate across senior level stakeholders 
• Possess the technical understanding to explain (not implement) ESG, carbon accounting, and utility data and our solutions to ISV and SI partners across sales, marketing, and others
• Proven track record of successfully running multiple projects and partners with ease, and in an organized documented way 
• A candidate who is a self-starter and resourceful will be successful in this role. The organization is in a growth phase and this role will have to build documentation and repeatable programming for initiatives, if one isn’t already created. 
• This role will be required to manage multiple competing priorities. Stakeholder management and project management will be required for this role 

Benefits:

• "Remote first" culture - work anywhere in the US as long as you have a reliable internet connection
• Flexible PTO - no accrued hours and no limit on the number of vacation days exempt employees can take each year
• 17 annual company-wide holidays including a week-long "summer break"
• 10 days sick leave
• Up to 4 weeks bereavement leave
• 2 volunteer days off
• 2 professional development days off
• 12 weeks paid parental leave for all parents
• 80-95% employer cost coverage for medical, dental, and vision benefits for employees and dependents