Partnerships Manager

Location: Remote,None,None

Accepting applications until May 9, 2024

About WattTime

WattTime is a non-profit tech startup. We conduct and coordinate original research into emissions datasets with unusual potential to rapidly drive emissions reductions at scale, then help implement those reductions. Our best known innovation is Automated Emissions Reduction (AER), the technique currently used by over 600 million devices daily (e.g. all Nest thermostats, U.S. iPhones, Toyota EVs, etc.) to slash their carbon footprints by using energy at the cleanest time on a power grid. It's an effortless, ultra-low-cost technique to not only reduce emissions but to differentiate enterprise organizations. We also develop and share other techniques, like our Emissionality technology, that more and more wind and solar farms are using to multiply their environmental impact.

WattTime is also the secretariat of Climate TRACE, a joint initiative of over 100 nonprofits, tech companies, universities, and individual researchers pooling their expertise in AI, remote sensing, and emissions data to collectively build a highly advanced comprehensive open global greenhouse gas measurement system.

About the Role

As a Partnership Manager, your primary responsibility will be generating opportunities and closing both new and renewal partnership agreements for our unique cleantech SaaS solution and consulting services. You will work with the rest of the Partnerships team to choose your own opportunities to pursue. But you’re not starting from scratch. You’re joining a successful, motivated partnership team that boasts an impressive current customer list. We’re looking for you to demonstrate and coach the rigorous best-in-class sales methodology you’ve employed to achieve your current successes, as you close our next series of significant deals.

You’ll manage the sales cycle from identification through close, staying vigilant and responsive to your active and incoming leads and enhancing our team’s sales process.

We truly see our customers as partners, and you’ll build deep relationships that result in them also becoming evangelists of our Automated Emissions Reduction (AER) and Emissionality solutions. You’ll leverage your experience as a sales professional to grow our organization’s impact through mission-driven relationships in ways that are rewarding and meaningful.

Someone who will be successful in this role is a stellar listener and communicator and passionate about your craft. You have a bias for action and collaboration, and you’re invested in team success. You operate with a growth mindset, an entrepreneurial attitude, and the desire and ability to work in a startup environment. Perhaps most importantly, you value our mission to give everyone everywhere the power to choose clean energy. You operate as part of a team but can manage your workload independently with a strong focus on effective time management.

Responsibilities

• Turn high-potential prospects into partners in slashing emissions, specifically within IoT device, utility, Demand Response aggregator, and Fortune 500 markets. Strong focus on increasing our portfolio of new partners implementing core offerings to cut emissions faster with our unique data--impact assessments and device enablement (AER), avoided emissions analysis (emissionality), and custom consulting services.

• Identify and cultivate an active, robust pipeline to achieve significant growth targets consistent with strategic plans. May include participation in, or development of, grant proposals.

• Manage the sales cycle from lead identification through to close (e.g. conduct qualification calls, build relationships and overcome objections with diverse stakeholders, draft proposals, maintain details of pipeline and relationships in the organization’s CRM, etc.).

• Strong focus on qualifying the potential impact of new partnerships

• Maintain ongoing relationships with partners for overall account management needs including technical check-ins, impact metrics, accounting follow ups, etc.

• Regular communication with the partnerships team to discuss pipelines, priority opportunities, mission alignment, and strategic offerings.

• Operate with a relationship-based sales methodology (e.g. Sandler, MEDDIC, Miller Heiman).

• Accurately evaluate and prioritize prospects, predicted results, and impact.

• Collaborate with team members to accurately articulate solutions, set project expectations, and manage resource capacity. Use best practices and approaches to ensure a consistent, positive customer experience, data-driven business development strategy, and positive team culture.

• Extensive external engagement through direct client meetings, conference attendance, and speaking engagements.

• Contribute to and enhance sales resources (e.g. pitch presentations, proposal templates, etc.).

• Travel to customer locations, partner meetings, conferences, and team collaborative sessions several times a year, as needed.

Qualifications

Above all, the person hired for this position should be committed to driving positive impact in the world. All candidates should have proven experience that includes:

Role Qualifications

• Proven, verifiable track record of success in cultivating, negotiating, and closing mid to large enterprise B2B contracts

• 3-5+ years of experience working in a complex sales environment, where multiple people are involved in the purchasing decision, and there is a solution based selling approach

• Ability to carry on a business conversation with business owners and decision makers

• Ability to work independently and successfully manage time

• Ability to work collaboratively as part of a team

• Ability to understand product development and business operations decision cycles

• Experience in the energy and/or tech sector highly valued

• BA or BS degree in Business/Communications

General Qualifications

• Ability to manage ambiguity, be flexible, and work in a fast-moving environment

• Experience or interest in working within a tech start-up, evolving as the organization grows

• Strong organizational skills, attention to detail, and data quality

• Highly motivated, collaborative, action-oriented, confident, kind and respectful

• Excellent written and verbal communication skills

• Ability to lead and to take direction

• Creativity, the ability to think outside the box, and an openness to feedback

• Ability to work effectively from a remote environment across regular U.S. work hours through tools like Slack, Zoom, GSuite, and others
  

How We Measure Success at WattTime

• Doing the work: you stay on-task and prioritize whatever climate impact requires

• Productivity: hard work, grit, and completing ambitious deadlines on time

• Achieving 3-5 of the following example metrics (metrics may vary over time based on organizational OKRs)

• 20-30% of team’s OKR booked revenue

• 3 deals that count toward OKRs

• 1-2 partner AER products go-live

• 3-5 new mission aligned commercial partners signed

• 1-2 new marquee partners signed

• 75%+ API contract renewal rate

• Initiate/manage 1 high impact “special/Enterprise” project

• Quality: you leverage your subject matter knowledge to implement complex projects and practice relevant new skills

• Judgment: you always work backwards from making impact-focused decisions

• Helping others: you cultivate trust, lead with respect, and practice self awareness
  

Logistics

• This is a full time, remote position - work from anywhere in the U.S.

• Must be authorized to work in the U.S.

• For those authorized and located in the U.S., WattTime is open to U.S. visa sponsorship. As an H-1B cap-exempt, non-profit research organization, WattTime can sponsor employees for H-1B status throughout the year.

• Salary: $110,000-$120,000 based on where you can hit the ground running

Hiring Process

• Resume screening

• Initial phone screening

• Technical interview #1

• Skills assessment to see your work in action

• Technical interviews #2

• Half-day of interviews with the team at large

• Reference checks and offer

Why Work with WattTime

• Competitive salary

• Full medical, dental, vision, life insurance packages for employees and 80% coverage for dependents

• Paid parental leave

• Flexible time off

• Professional development support

• Home office support and employee choice technology

• 403b with up to 5% matching contribution

• Opportunity to work for a tech nonprofit focused on driving real impact

What we’re like: we’re obsessed with making practical, results-driven change. We believe nothing has more potential for fast, world-changing impact than software. We embrace change. We are lean and rapid prototypers. We never confuse growth with impact. We are all personally, fiercely committed to our mission. We are quietly radical in unexpected ways. We don’t believe in competition–other people doing good work are allies. Our deep bench of expert volunteers helps us routinely punch above our weight class. We trust in data and everyone’s voice being heard. We know diversity is central to success. We consider respect non-negotiable; there are no jerks here.

How to Apply

You can apply for this position on our website at www.WattTime.org. From the “About” tab, select the “Careers” page, then select the job for which you want to apply.

Please attach your resume and cover letter.

Equal Opportunity Policy

WattTime is an Equal Opportunity Employer (EOE) and does not discriminate on the basis of race, color, gender, sex, sexual orientation, religion, creed, pregnancy, marital status, family care status, age, appearance, national origin or ancestry, physical or mental ability, medical condition, military or veteran status, political affiliation, genetic information or characteristics or any other consideration protected by federal, state, or local laws. We encourage all individuals to apply and are committed to a diverse workplace where every person is treated with respect and dignity.