Position Description

Channel Sales Manager:  Specification Agencies and Manufacturer Representatives

About Daintree Networks

Daintree Networks is revolutionizing the smart energy landscape for commercial and industrial buildings including offices, warehouses, and retail chains. Daintree provides the industry’s leading wireless energy control and monitoring solution, deployed on-premise or in-the-cloud, delivering up to 70% efficiency improvement as well as occupant-friendly work environments.  The multibillion-dollar building controls market is characterized by expensive legacy systems that are proprietary, closed and hard‐wired. In contrast, Daintree’s solution is low-cost, wireless, and interoperable via the use of open standards. Improving energy efficiency in commercial buildings is the major market driver for Daintree – demand for which is increasing due to: (1) pull by customers based on standalone economics; (2) utility incentives and subsidies; and (3) increased regulatory requirements linked to renovations and new construction. 

By employing innovative patented technology, Daintree is able to offer facility managers, operations managers, and CFOs, a powerful system to achieve greater energy efficiency in their buildings, while also improving occupant productivity and comfort, resulting in significant savings and lower CO₂ emissions. 

Daintree is the only true interoperable solution with the use of standards-based ZigBee, breaking the stranglehold of proprietary control manufacturers, allowing facility managers to use end-devices from a wide range of vendors within Daintree’s expanding product ecosystem. 

Navigant Research forecasts that the Intelligent Lighting Controls market will grow from $1.7 billion in annual revenue in 2013 to nearly $5.3 billion in 2020.  Key drivers of this stupendous growth include growing concern across major corporations for sustainable energy, regulations such as Title 24 in California and ASHRAE Energy Standards, automated demand response, and others. The impetus of smart energy management is being felt across all industries and geographies.  Daintree is in the sweet spot of all these drivers by providing a truly open standards solution. 

Position Overview

Daintree Networks is seeking a creative, hard-working and technology-savvy Channel Sales Manager (CSM) to help drive success for the company’s wireless networking solutions for smart energy management through our agency representative sales channel.

The Channel Sales Manager reports to the VP of Marketing & Channels, and will have a unique opportunity to develop and manage the manufacturer representatives for Daintree along with the engineers and specifiers associated with each. We’re looking for someone with a proven performance record who is willing to take on new challenges and grow with us as we expand our leadership in this exciting market.

The CSM will be responsible for development of long-term customer relationships with assigned accounts such as manufacturer reps/agents, engineers, design-build contractors, and consulting firms. S/he will maximize account penetration of assigned accounts by serving the full spectrum of needs of the accounts for the Daintree’s lighting and HVAC control offering. S/he will seek for Daintree Networks to become the preferred supplier of lighting and HVAC controls and work closely with the Channel Partner representatives to maximize revenues for Daintree. S/he will be responsible for developing and facilitating specifications and purchase commitments at key end-users that drive Daintree revenues through Channel Partners.  S/he will utilize sales tools to plan and document progress as well as increase business opportunity in accounts.  

Primary Responsibilities

• Develop new customer relationships and business opportunities.
• Provide product specification/application information, technical support, and training to assigned Channel Partner accounts.
• Participate on sales calls with assigned Channel Partners at key specification accounts.
• Manage sales performance to meet and exceed channel revenue forecast.
• Utilize NetSuite CRM tool to maintain customer and project information
• Continually monitor the sales performance of the individual Manufacturer’s Representatives and make recommendations where appropriate to improve the selling network.
• Provide regular training on existing and new products.
• Monitor pricing levels and procedures and make recommendations based upon channel feedback.
• Attend and represent Daintree at industry events such as trade shows, conferences and associations.
• Work with operations to improve delivery and overall sales process efficiency.
• Provide feedback to marketing and product management on suggested new products and enhancements to existing products.
• Utilize market research to develop new revenue/vertical market opportunities.
• Stay aligned to Daintree’s culture and values
• Ability to travel 50% – 75% based on geographic location of assigned customers and actual account demands.
• Ability to collaborate with a global team, across multiple time zones

Desired Skills and Experience

• 6+ years proven sales leadership in a CSM role within the lighting controls and/or HVAC controls industry.
• BA/BS in Business, Marketing, or Engineering. Architecture and Construction Engineering education a plus.
• Knowledge of architectural/construction industry is preferred.
• General knowledge of national and regional lighting and HVAC standards, codes and product requirements a plus.
• Knowledge of current national energy codes, federal, state, and local energy efficiency regulations. 
• Must possess strong computer literacy and ability to develop reports and presentations using varied office automation technologies.
• Proven sales ability, persuasive manner, competent oral and written presentations, and strong business judgment.

• Ability to consistently exceed standards in major job responsibilities, personal effectiveness and objectives.
• Capability to coach/mentor newer sales employees and be seen as the “expert” among peers
• Experience working with manufacturer’s representatives.
• Ability to be a road warrior in driving the sales performance of our manufacturer’s reps.
• Hands-on experience with and disciplined use of CRM systems.

What’s In It For You

• Competitive base salary
• Strong commission structure
• Participation in the company employee stock-option plan
• Comprehensive benefits
• High-energy team environment
• Opportunity to be part of a successful, entrepreneurial high-technology company in a growth industry

To apply, please send a cover letter and resume to Mandeep Khera at [email protected].

EOE