Indirect Channel Development Specialist

ppWe are EDP, a global energy company present in around 25 markets with a particular emphasis on renewable energies. With 50 years of experience, we have been consolidating a relevant presence on the world energy scene based on the commitment to be all-green by 2030, leading the energy transition. With more than 12,000 employees around the world, we are committed to using our energy and heart to drive a better tomorrow. /p h3What you will do: /h3 pThe role is primarily responsible for identifying, recruiting, activating and developing high-quality commercial partners, turning partner relationships into recurring qualified opportunities and profitable sales. /p h3Partner acquisition /h3 ul liMap the Italian partner ecosystem and identify high-potential partner targets. /li liProactively approach and recruit new commercial partners. /li liBuild and manage a structured partner acquisition funnel. /li liAssess partners based on customer access, commercial capability, geographic/segment coverage and expected productivity. /li liPitch the EDP partner proposition and negotiate commercial collaboration terms within agreed guardrails. /li /ul h3Partner activation /h3 ul liOwn the first 90 days after partner recruitment. /li liDefine target accounts and commercial priorities with each new partner. /li liTrain partners on EDP solutions, target customers and commercial process. /li liDrive first customer introductions and qualified opportunities. /li liMinimize time from partner signing to first productive activity. /li /ul h3Pipeline and sales /h3 ul liGenerate incremental qualified pipeline through the partner network. /li liDrive opportunity progression and conversion together with partners. /li liMaintain clear forecasts and next actions. /li liDeliver agreed MW, revenue and gross-margin objectives. /li /ul h3Partner performance /h3 ul liMonitor partner productivity and conversion. /li liDevelop high-potential partners and implement recovery plans for underperformers. /li liRecommend partners to scale, deprioritize, renegotiate or exit. /li liEnsure management effort is focused on partners creating measurable value. /li liUnderstand partner commission structures and deal economics. /li liAssess whether partner compensation reflects the value created. /li liSupport optimization of channel profitability, cost/MW and partner ROI. /li liIdentify margin leakage and propose improvements to the partner commercial model. /li /ul h3Partner proposition /h3 ul liGather systematic feedback from current and prospective partners. /li liIdentify barriers to recruitment and activation. /li liWork with Product, BD and management to improve EDP's partner proposition, tools, processes and incentives. /li /ul h3Internal orchestration /h3 ul liAct as commercial owner of the partner relationship. /li liCoordinate Sales Support, BD, Product, Legal, Risk and Field teams where required. /li liEnsure internal complexity does not prevent partner activation or opportunity conversion. /li /ul h3What we are looking for: /h3 ul liAt least 1-2 years of B2B commercial, business-development or channel-development experience. /li liDemonstrable success in hunting and recruiting new partners or customers. /li liExperience building commercial relationships from scratch. /li liStrong negotiation and influencing capability. /li liEntrepreneurial, field-oriented and highly results-driven. /li liComfortable managing external entrepreneurs, agency owners and commercial organizations. /li liStrong analytical and pipeline-management discipline. /li liGood understanding of commercial economics and profitability. /li liExperience in energy, solar, utilities, telecommunications, industrial services or another B2B channel-intensive sector preferred. /li liExisting relevant Italian commercial network is an advantage. /li /ul pMore than academic knowledge and technical skills, we are looking for ambitious people who are enthusiastic about the future and who bring human skills aligned with our purpose . /p h3Equal opportunities for all /h3 pOur vision is that each person combines their unique characteristics and experiences to fulfill our mission of creating new energy for the planet. We are an inclusive employer, ensuring all candidates are treated fairly throughout the recruitment process. We welcome and value all people, and we are committed to fostering a sense of belonging for each person who is part of the EDP group. /p h3A s a top employer we: /h3 ul liEmpower our employees through a positive and innovative work environment that promotes collaboration and agile decision-making; /li liRespect and value each person, providing a flexible, healthy, and inclusive workplace with a range of attractive benefits; /li liProvide a meaningful work experience and prepare our people for future challenges through different opportunities for development and internal mobility; /li /ul pOur efforts have resulted in several distinctions over time, highlighting the EDP group's strong positioning and its dedication and commitment to attracting and retaining the best talent: /p ul liTop employer certification by Top Employers Institute /li liPart of the Bloomberg Gender-Equality Index /li liTop 100 Workplaces by Houston Chronicle /li /ul pDiscover our tips to enhance your performance during the recruitment process and if you think you are the right fit for this opportunity. /p /p #J-18808-Ljbffr