What are the responsibilities and job description for the Senior Strategic Account Manager – Channel Sales (West Coast) position at Participate.Energy LLC?
- Senior Strategic Account Manager – Channel Sales
ROLE DESCRIPTION
Participate.Energy is seeking a Senior Strategic Account Manager to lead partner development and market expansion within the United States.
This role is responsible for managing key channel relationships, executing regional sales strategy, supporting compliance-aligned project development, and driving program adoption through installer and distribution partners. The position serves as a strategic interface between Participate.Energy and its partner ecosystem, ensuring alignment between market opportunity, regulatory requirements, and program execution.
The ideal candidate brings deep experience in distributed energy markets, a strong understanding of solar and storage deployment, and the ability to operate independently while contributing to a rapidly scaling organization.
KEY RESPONSIBILITIES
Regional Sales Strategy & Market Development
• Support the development and execution of Participate.Energy’s regional sales strategy across the Eastern U.S.
• Identify high-potential markets, installer partners, and program opportunities to expand the company’s distributed energy footprint
• Develop territory growth plans that align with Participate.Energy’s broader commercial objectives and regulatory considerations
• Maintain awareness of state-level incentive structures, market drivers, and regulatory frameworks affecting solar and storage deployment
Channel Partner Recruitment & Relationship Management
• Identify, recruit, and onboard qualified installer and channel partners across assigned markets
• Build and manage long-term strategic relationships with key partners, ensuring alignment with Participate.Energy’s program structure and growth objectives
• Serve as a trusted advisor to partners on program eligibility, project structuring, and operational processes
• Develop and maintain a pipeline of partner-originated project opportunities
Partner Enablement & Program Execution
• Educate partners on Participate.Energy’s financing structures, program mechanics, and operational requirements
• Provide strategic guidance on structuring projects within program guidelines and compliance frameworks
• Support partners in navigating federal and state incentive programs, including Investment Tax Credit (ITC) structures, Domestic Content (DC) considerations, and Foreign Entity of Concern (FEOC) requirements in accordance with Participate.Energy policies
• Maintain working knowledge of leading solar modules, inverters, and energy storage platforms commonly deployed within distributed energy projects
Cross-Functional Collaboration & Issue Resolution
• Serve as the primary relationship owner and internal advocate for channel partners
• Coordinate with internal teams across operations, finance, compliance, and legal to support project execution and resolve operational issues
• Escalate and manage partner concerns efficiently while maintaining high levels of partner satisfaction
• Provide feedback to internal leadership on market trends, operational improvements, and partner needs
Market Intelligence & Compliance Awareness
• Monitor evolving regulatory, compliance, and incentive frameworks impacting distributed energy deployment
• Maintain working knowledge of supply chain considerations, including FEOC and other policy developments affecting equipment eligibility
• Support internal teams by providing field-level insights on market dynamics, partner performance, and growth opportunities
REQUIRED QUALIFICATIONS
• 8 years of experience in sales, strategic account management, or channel partnerships
• Direct experience working with solar installers, EPCs, or distribution partners
• Strong understanding of residential or distributed solar and storage project development
• Working knowledge of the regulatory and incentive landscape affecting distributed energy
• Excellent communication, negotiation, and relationship management skills
• Ability to operate autonomously and manage complex partner relationships in a fast-paced environment
PREFERRED QUALIFICATIONS
• Experience supporting solar financing structures such as PPA, lease, or structured finance programs
• Experience working cross-functionally with inside sales, operations, and finance teams
• Familiarity with distributed energy policy frameworks and incentive programs across multiple states
WHY PARTICIPATE.ENERGY
• Opportunity to play a key role in scaling a high-growth clean energy platform
• High visibility role with direct engagement across executive leadership and strategic partners
• Competitive compensation and performance-based bonus structure
• Long-term incentive opportunity
• 100% employer-paid health insurance
• 401(k) retirement plan
• Opportunity to accelerate the deployment of clean energy infrastructure across the United States
ABOUT US
Participate Energy is a renewable energy structured finance solutions provider supporting the deployment of residential solar and battery systems across the United States. The company develops innovative and scalable financing solutions enabling channel partners to finance and deploydistributed energy resources (e.g. solar and/or battery systems). These solutions typically include utilizing third‑party ownership (TPO) structures, supporting installers, collaborating with equipment providers, and working with capital partners to accelerate clean energy adoption.
As we continue to scale nationally, Participate.Energy is expanding its Channel Sales organization to support strategic market growth, partner enablement, and regional execution.