Senior Partner Manager, Arcadia
$85.3-170.7k
+ Equity and incentive compensation
More information about location
Climate software & data company
Be an early applicant
Climate software & data company
501-1000 employees
Be an early applicant
$85.3-170.7k
+ Equity and incentive compensation
More information about location
501-1000 employees
Company mission
Arcadia's mission is to stop climate change and break the fossil fuel monopoly by making clean energy simple and accessible for all.
Role
Who you are
- 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
- 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
What the job involves
- 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
- 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
Our take
Arcadia believes that without access to clear and actionable consumer data, companies’ climate plans are likely to prove fruitless. Fortunately, data is something Arcadia has an abundance of, with access to 95% of US utility accounts.
The company actually started with a B2C model, matching residents with suitable renewable energy sources based on their utility bill data, then shifted into community solar projects. Now armed with a high volume of consensually-shared customer data, Arcadia’s B2B API platform, Arc, allows companies to access its datasets in order to optimize their offerings.
The platform is used by the likes of electric vehicle charging network EVgo, as well as Ford, Oracle, and Airbnb. Its growing popularity and growth potential has seen Arcadia win major investment which will support the further development of Arc, as well as helping to accelerate its community solar business.
Steph
Company Specialist
Insights
Few candidates hear
back within 2 weeks
19% employee growth in 12 months
Company
Funding (last 2 of 10 rounds)
Apr 2024
$50m
LATE VC
Dec 2022
$125m
LATE VC
Total funding: $561m
Company 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 employees can take each year.
- Medical, dental, and vision: 80-95% employer cost coverage for medical, dental, and vision benefits for employees and dependents. Transparency in coverage.
- Company-wide holidays: 15 annual company-wide holidays including a week long "summer break".
- Weekly "flex time": No internal meetings on Tuesdays and Friday afternoons.
- Paid leave: 12 weeks paid parental leave for all parents, 10 days sick leave, up to 4 weeks bereavement leave.
- Additional time off: 2 volunteer days off, 2 professional development days off.
Company values
- Build for all
- Build for good
- Build together
- Build with urgency
- Build for simplicity
Company HQ
Penn Quarter, Washington, DC
Articles
Leadership
Kiran Bhatraju
(CEO)Former Legislative Assistant for the US House of Representatives, and former Truman National Security Project Fellow. Board Member at AppHarvest and member of the World Wildlife Fund National Council. Founded and was Director of Business Development at Energy company American Efficient from 2010 to 2014.
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