• 5+ years experience leading a team responsible for winning, supporting, and growing large accounts and/or partnership networks
• A track record of strong outcomes in a channel sales leadership role
• Experience in the Solar industry; knowledge of solar and/or home improvement lending platforms and financial products
• Experience with custom problem solving for large partners with unique needs
• Experience aligning internal stakeholders and building consensus around innovatively solving new problems efficiently
• Strong prioritization sense for what needs changing in order to grow and delight customers; demonstrated ability to distinguish the urgent from the important
• Experience presenting to, and engaging with internal and external executives; identifying and pitching strategic account growth opportunities
• Experience in B2B2C sales and/or business development
• Experience with CRM required (preferably Salesforce); comfort with POS technology, analytics and data
• Excellent interpersonal and leadership skills and a collaborative team spirit
• High integrity and alignment with Mosaic’s mission of 100% clean energy homes across America

Desirable

• The VP/SVP of Strategic Accounts & BD will report to the Chief Revenue Officer and will have frequent and influential access to the CEO, Product leadership, and other C-Suite team members who serve as cross-functional partners to this role
• The role will support, coach and strengthen the strategic accounts sales team in their efforts to develop and grow direct business relationships at the VP and C-Suite level with leaders at our installation partners, vendors, and industry associations
• Success would be exemplified by team outcomes that include a strong team culture; identification, acquisition and development of the most valuable installer and partnership opportunities in the residential solar market; and retention of desirable business partners and clients in our network
• Lead the team in refining the strategic accounts sales strategy and culture to preserve and accelerate growth and to strengthen our partner relationships upon which our business depends:
• Build and enhance the team, culture and strategy that leads the industry in effective partner engagement
• Preserve the atmosphere of professionalism and integrity and perpetuate creative team energy
• Energize the team and Mosaic to constantly seek new and better business relationships, opportunities, and success
• Build upon existing team practices and processes to elevate how we grow the Strategic Accounts network, including how we:
• Prospect enterprise level accounts
• Conduct discovery for and development of custom commercial and go-to market terms and solutions to expand Mosaic’s strategic account portfolio
• Negotiate and close contracts
• Grow volume:
• Effectively deploy and support Directors and Account Managers to drive high-quality and compliant loan volume
• Establish and monitor KPIs to evaluate partners’ performance, assess potential, identify operational and business risks and deliver insights to partners
• Identify strategic opportunities to expand relationships and penetration
• Support Directors and Account Managers to maintain and grow accounts in the strategic portfolio
• Partner cross-functionally and across the team to deliver a world-class experience and superior sales support for strategic accounts:
• Support and partner with Directors and Account Managers on strategic accounts relationship management, serving as a strategic advisor, coach and “back-up” as needed
• Understand key needs; advocate for strategic account needs and resources with Marketing, Product, Customer Operations, and Executives to ensure unique partnership value
• Be accountable for the success of all new partner programs, proposals, contracts, and relationships
• Optimize Market Impact and Effectiveness:
• Sharpen how we gather market intelligence and identify new growth opportunities
• Partner with the team and cross-functional stakeholders to optimize sales operations processes, collateral, and other needs to support the partnership
• Develop deep understanding of competitive landscape and identify key priorities and differentiation opportunities that provide unique value for current and prospective partnerships
• Participate in industry forums, conferences, leadership groups etc. befitting a contributor of Mosaic’s caliber