Enterprise Sales Manager

Sales United States


KAI Partners, Inc.

KAI Partners is sourcing an Enterprise Sales Manager in the renewable space and is the fastest growing microinverter company in the world!


Our Client is the fastest growing inverter company in the world.  Their microinverter system is profoundly changing the way solar systems function, and as a result, changing the solar industry itself. 

As they continue their exciting growth, they are building teams with highly talented individual contributors and leaders who sell, market, design, and manufacture next generation solar technologies. Their environment is fast-paced, fun, and full of exciting new projects.

Our Client’s Enterprise Sales Manager will be responsible for managing and developing new large, national enterprise partners. The position is the hub between two complex organizations and will closely collaborate with Our Client’s Residential Sales Directors, FAEs, Product groups, Operations, Marketing and Customer Service.  This pivotal role will be responsible for driving Enterprise partner revenue and servicing them and their customers. The ideal candidate has experience managing public company customers within a global public company.  S/he will establish plans and strategies to expand the Enterprise business including the go to market for Enterprise partners for new products like Ensemble 2.0. The position is a home office position.


  • Own revenue and relationship for Enterprise partners
  • Develop Enterprise partner relationships with Our Client’s counterparts across all functions and levels (from individual contributors to CEO)
  • Work with Product Group as the voice of the customer to influence Enterprise partner roadmaps/specific requirements, product transitions and go to market plan
  • Create and execute 6 quarter forecasts by sku each month and report weekly on actuals vs forecast
  • Negotiate pricing, terms and day to day opportunities as they arise
  • Responsible for selling all Our Client’s hardware, software and services into Enterprise partners
  • Manage all contract negotiations between Enterprise partner and Our Client
  • Lead or coordinate training efforts on all products, platforms and services across both operational and sales resources within Enterprise partner
  • On a defined cadence, coordinate and lead Executive Business Reviews between Our Client and Enterprise partners
  • Lead or facilitate weekly or monthly functional meetings between Our Client and the partner to ensure all ongoing engagements are operating as intended (i.e. supply chain, technical, marketing, etc)
  • Represent key voice in setting and executing strategy with account.

Required Skills and Experience:

  • A minimum of 5 years sales experience at a public company managing another public company as a customer
  • Proven ability to gain a price premium thru consultative selling
  • Demonstrably strong negotiation and influencing skills with experience working with C-level
  • Entrepreneurial personality with a hands-on attitude.
  • Demonstrates strategic vision and planning capabilities.
  • Quantitative and results driven professional who can adapt to rapidly changing environments
  • Salesforce experience a plus
  • 30-50% travel

KAI Partners, Inc.

KAI Partners is a growing technology and organizational development consulting services firm based in northern California. In partnership with our clients, we plan, develop, and implement business and automation systems that strengthen core internal environments. We collaboratively develop organizational change strategies and tactics with clients to help them realize their desired business outcomes. By providing a full range of services, we enable government and private industry to maximize internal efficiencies and corporate effectiveness. Our principals bring over 100 years of experience working within and consulting to public and private sector organizations.