Channel Sales Manager

About Us: OpenSolar was founded in 2017 by global pioneers in solar software - Andrew Birch and Adam Pryor. OpenSolar exists to accelerate the adoption of solar and renewable energy globally. We provide the world's clean energy professionals with an end-to-end digital design, sales and management software to grow their businesses, free of charge. OpenSolar is driven by its mission to accelerate the adoption of solar for a world powered by sunshine by 2050. We stay focused on our mission by obsessing over the experience of our end users, being open and honest, solving problems through careful and deliberate design, and by keeping things simple. OpenSolar is a truly global organisation with our team spread across 15 countries and our user base spread over 180+ countries.

At OpenSolar, we are dedicated to cultivating a workplace that celebrates diversity and promotes inclusivity. Our goal is to build a team that is reflective of the communities we serve, recognising that diversity brings strength and richness to our organisation. We believe that everyone should feel empowered to bring their authentic selves to work and we are committed to creating an environment where all employees are valued, respected, and supported. We actively seek to attract and retain a talented workforce that represents the breadth of our society. We provide equal opportunities for everyone to thrive and advance in their careers, enabling them to achieve their full potential.

This is your opportunity to be part of the clean energy movement, creating a lasting impact on the world. All while being part of a passionate, fun, and highly collaborative team.

The Role: The Distribution Merchandise Manager is responsible for driving revenue by selling solutions to Account Managers at hardware distributors. This role focuses on enabling distributor account teams to harness OpenSolar tools to acquire new installer customers and more efficiently serve existing ones. You will work directly with distributor Account Managers helping them understand value, overcome objections, and close more business with their end customers.

What you’ll be doing:

• Channel Sales & Revenue

• Drive revenue for OpenSolar by growing hardware transactions on the platform, in partnership with our distributor partners’ account teams
• Meet or exceed monthly and quarterly revenue targets
• Maintain accurate pipeline, forecasts, and activity tracking in CRM
• Ensuring our distributor partners have their complete product set and price parity on the OpenSolar Shop

• Build strong relationships with distributor Account Managers and sales leaders
• Enable AMs with positioning, pricing guidance, and sales strategy
• Advise distributor partners on optimal product mix using OpenSolar’s market forecasting data
• Conduct training sessions on OpenSolar tools, deal reviews, and joint customer calls as needed
• Act as a trusted partner to help AMs close more business and grow wallet share

• Run discovery with distributor AMs to understand their customers, deal context, and blockers
• Deliver clear value propositions aligned to distributor incentives and goals
• Support negotiation, commercial structuring, and deal close
• Coordinate internally to resolve pricing, availability, or technical questions

• Partner with Channel, Marketing, and Product teams to improve distributor effectiveness
• Provide feedback on distributor needs, objections, and competitive insights
• Align with Operations and Support to ensure smooth order fulfillment and post-sale success
• Act as the subject matter expert on hardware, empowering the installer-facing teams to advise their book of business on optimal hardware choices to design and sell on to their customers

What you’ll need:

• Proven success as a distributor account manager and/or working with Account Managers
• Experience selling through or to distributors, resellers, or channel partners
• Bachelor’s degree in Business, Marketing, or a related field, or equivalent professional experience. 3+ years of proven B2B SaaS sales experience with a strong track record of meeting or exceeding sales quotas.
• Prior experience selling into the solar, renewable energy, or related industries is highly preferred.
• Hardware, manufacturing, construction, or industrial sales experience preferred
• Strong relationship-building and consultative selling skills
• Ability to influence without authority
• Confident running sales conversations with experienced AMs
• Excellent communication and presentation abilities
• Comfortable managing multiple distributor relationships in parallel
• Disciplined CRM usage and forecasting accuracy

What we bring:

• A Passionate, Driven, and Highly Collaborative Team: Join a team that is dedicated to making a difference, where collaboration and passion drive our success.
• Mission-Focused Organization with a Well-being-Led Culture: We prioritize both our mission to drive clean energy solutions and the well-being of our team members, fostering a supportive and healthy work environment.
• Diverse, Equitable, and Inclusive Work Environment: We celebrate diversity and inclusivity, creating a workplace where everyone's contributions are valued and respected.
• Professional Development and Support for Your Growth: We invest in your development with opportunities for learning and advancement, supporting your career journey.
• Constant Exposure to New Opportunities: Experience a dynamic work environment where you’ll encounter cutting-edge technology solutions and innovative projects.
• Fast-Paced Environment with Leading Technology Solutions: Work at the forefront of the clean energy sector, leveraging state-of-the-art technology to drive impactful change.
• Flexible Leave Options: Enjoy flexibility to manage your life-work priorities with leave options that support your personal and professional well-being.
• Opportunity to Create a Lasting Impact: Be part of the clean energy movement and contribute to a sustainable future, making a meaningful impact on a global scale.

How to Apply: If you’re passionate about renewable energy and have the drive to help solar contractors succeed through innovative SaaS solutions, we’d love to hear from you. Please submit your resume and a cover letter detailing your relevant experience and why you’re the perfect fit for our team. Join us in shaping the decade of solar!