Channel Sales Manager - EV Intergrators & OEMs

Job Title EV Integration & Channel Sales Manager Location United States (Western or Central time zone preferred). Remote with regular travel (30–50%) to customers, partners, and L‑Charge sites. About L‑Charge L‑Charge provides off‑grid and hybrid power solutions for high‑demand EV charging applications, including autonomous fleets and Class‑8 trucks (e.g., Tesla Semi). We design and deploy megawatt‑scale systems combining generator banks, energy storage, and intelligent control (“L‑Charge Core”) to deliver reliable, rapidly deployable EV charging where grid power is constrained or unavailable. We are scaling from a few dozen deployed units to hundreds over the next 18–24 months and are building out our commercial and technical leadership team to support that growth. Role Overview The EV Integration & Channel Sales Manager is responsible for: Owning and growing a portfolio of channel partners and integrators (e.g., EV infrastructure developers, EPCs, fleet integrators, OEMs, and “charging‑as‑a‑service” providers like Terawatt, Volterra, etc.). Acting as the technical-commercial interface between those partners and L‑Charge’s engineering team to integrate our off‑grid / hybrid power systems into complex EV charging projects. Driving revenue and margin through new deployments of L‑Charge solutions into partner projects (autonomous fleets like Waymo, Tesla Semi sites, logistics yards, depots, etc.). This is a hands‑on hunter / farmer role: you’ll open doors, shape solutions with technical teams, and then manage those relationships as they scale. Key Responsibilities Channel & Partner Development Identify, target, and onboard new EV infrastructure partners: CaaS providers, EPCs, developers, and OEMs deploying high‑power EV charging. Own key accounts and channel relationships end‑to‑end: prospecting, qualification, proposal, negotiation, and ongoing account growth. Build account plans for strategic partners (e.g., Waymo ecosystem players, Tesla‑related integrators, leading EPCs) with clear revenue targets and deployment roadmaps. Technical Integration & Solution Design Work closely with L‑Charge engineering (power electronics, microgrid, controls) to: Understand L‑Charge’s building blocks: generator banks, paralleling panels, BESS, “L‑Charge Core”, and compatible DC fast chargers / megawatt chargers. Translate customer / integrator requirements (power levels, uptime targets, footprint, noise, emissions, timelines) into feasible solution configurations. Support technical scoping sessions with partner engineering teams: site architecture, interconnection to partner equipment, controls interfaces, monitoring, and service considerations. Coordinate generation, storage, and charger OEM partners (e.g., generator packagers, BESS suppliers, charger OEMs) to ensure L‑Charge’s system is correctly specified and integrated into the broader site design. Sales Execution Build and manage a qualified opportunity pipeline across your territory and channel accounts; report and forecast accurately. Develop proposals, commercial models, and long‑term service / rental agreements for temporary and semi‑permanent deployments. Negotiate pricing, terms, and contractual frameworks that balance partner needs with L‑Charge margin and risk requirements. Work with finance and operations on structuring as‑a‑service / rental and debt‑financed solutions where relevant. Market & Product Feedback Provide structured feedback from integrators and end‑customers into product management and engineering: required features, deployment pain points, pricing barriers, competitive insights. Help refine standardized “solution templates” (e.g., Tesla Semi 1.2 MW site, 20‑port autonomous fleet yard, multi‑MW depot) that partners can reuse. Requirements Must‑Have 5–10+ years in B2B sales or technical‑commercial roles selling complex power / infrastructure / industrial systems (examples: distributed generation, microgrids, BESS, large‑scale EV charging, critical power, industrial controls, or similar). Direct experience working with at least one of: EV charging integrators / developers / CPOs EPCs / design‑build firms Distributed generation / microgrid providers Fleet depots, logistics yards, data center or critical power projects Demonstrated track record of: Owning and growing channel / partner relationships, and Closing multi‑stakeholder, technical deals (six‑ or seven‑figure). Strong technical literacy around power systems: kW/MW sizing, load profiles, low/medium voltage basics, generators, BESS, inverters, and DC fast charging concepts. Ability to run and lead technical-commercial meetings with engineering and operations stakeholders (on both sides) and convert them into commercial outcomes. Willingness and ability to travel 30–50% domestically; occasional international travel as needed. Nice‑to‑Have Experience selling into: Autonomous vehicle fleets (e.g., Waymo, Cruise, Zoox) Class‑8 / drayage / LTL fleets, especially early EV adopters CaaS providers like Terawatt, Volterra, Enchanted Rock, etc. Background in critical power (e.g., oil & gas, data centers, hospitals, industrial facilities) where uptime and redundancy are paramount. Familiarity with as‑a‑service or long‑term rental / PPA‑style commercial models. Existing network within the EV infrastructure ecosystem in North America. Personal Attributes Technically credible: comfortable in the weeds with engineers, can challenge and clarify requirements, but knows when to pull in specialists. Commercially driven: manages a pipeline, hits targets, and thinks in terms of revenue, margin, and deployment timelines. Problem‑solver mindset: oriented around “how do we make this work on this site, with this partner” rather than selling catalog SKUs. Collaborative: works cross‑functionally with engineering, operations, finance, and exec leadership; comfortable taking feedback from investors’ technical advisors. Hands‑on and pragmatic: willing to visit yards, depots and sites, not just sit on Teams calls. Compensation Base salary: $125,000 – $175,000 depending on experience and location. Variable: Commission / bonus plan targeting O TE up to ~$225,000–$250,000 for hitting agreed sales targets. Equity: Stock options available for the right candidate. Benefits: Standard health, retirement, and PTO package (details to be provided).

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