Channel Partner Manager

MDEA helps organizations reduce energy costs and improve operational performance through strategic energy procurement and energy efficiency solutions. We partner with clients across manufacturing, industrial, commercial real estate, and mission-critical environments to deliver measurable financial and sustainability outcomes. As we expand our footprint, we are seeking a Channel Partner Manager to build and scale strategic partnerships that drive referrals, revenue, and long-term growth.

The Channel Partner Manager will be responsible for developing, managing, and expanding a network of strategic “coopetition” partners that serve the manufacturing, industrial, commercial real estate, and mission-critical verticals. This role is central to MDEA’s business expansion strategy and will focus on identifying partners, enabling them for success, and converting partner-sourced opportunities into revenue. The ideal candidate brings a strong working knowledge of energy procurement and energy efficiency solutions, along with a proven track record of building and monetizing channel partnerships.

· Identify, recruit, and onboard strategic channel and referral partners aligned with MDEA’s target verticals· Develop and execute partner management strategies that drive consistent, high-quality referral pipelines· Build trusted relationships with coopetition partners, ensuring mutual value creation and long-term collaboration· Enable partners with the tools, training, messaging, and support needed to successfully refer opportunities· Manage partner performance, track referrals, and ensure accountability across all stages of the sales cycle· Collaborate closely with internal sales, operations, and leadership teams to ensure seamless execution of partner-sourced deals· Maintain detailed records of partner activity, pipeline, and revenue performance· Represent MDEA at industry events, partner meetings, and networking opportunities within the DMV region

· 5+ years of experience in channel partner management, business development, or strategic partnerships· Working knowledge of energy procurement markets and energy efficiency solutions· Demonstrated success establishing, managing, and converting business through channel or referral partner strategies· Experience working with or selling into manufacturing, industrial, commercial real estate, and/or mission-critical verticals· Strong interpersonal and relationship-building skills with the ability to influence across organizations· Highly detail-oriented with a disciplined approach to tracking performance and follow-through· Proven ability to drive accountability—internally and externally—with partners and stakeholders· Self-motivated, organized, and comfortable operating in a growth-oriented environment· Must be based in the DMV region and willing to travel locally as needed

· Strategic thinker with a hands-on execution mindset· Comfortable navigating coopetition dynamics where partners may also be competitors· Strong communication skills, both written and verbal· Ability to manage multiple partners and initiatives simultaneously without losing momentum

· Opportunity to play a key role in shaping MDEA’s growth strategy· Competitive compensation with performance-based incentives· Collaborative, entrepreneurial team environment· Flexibility and autonomy paired with clear accountability 145000.00 To 155000.00 (USD) Annually