Managing Director, EV Channel Partnerships

Job Description

We are looking for an experienced partnership executive with a demonstrable record of success in the EV/Clean Energy ecosystem to launch and grow our partner program. The VP of Channel Partnerships will be responsible for finding and managing partners, defining objectives and timelines, establishing repeatable, data-driven practices, and overseeing a program that drives meaningful revenue and retention.

This is an opportunity to join a quickly growing team. You will make a significant impact from day one and will report directly to the Senior Managing Director of Global EV Solutions.

Responsibilities:

• Dedicated specialist for Channel Partnerships, with deep knowledge of the competitive landscape and comprehensive understanding of competitor products and service offerings.
• Proficiency in similar product offerings and able to ensure that CBRE's partnerships vs. competition are well defined, articulated and understood.
• To develop, enable and monetize an expanding set and ecosystem of partners including Charging Hardware OEMs, Vehicle OEMs, Utilities/Energy Providers, Turnkey Solutions Providers, E2E Owner/Operators, ISVs, maintenance service providers, regional electrical companies, and Resellers.
• Work with our partners and internal teams (sales, advisory and transactions, project management, facilities management, marketing, legal, product, and engineering) to optimize joint selling and marketing strategies for driving revenue through the partner ecosystem
• Develop, monitor and adjust the strategy, ideal partner profiles and practices to continuously improve results
• Foster and sustain key relationships with existing and prospective strategic partners.
• Strategic planning and monthly reporting to the core EV leadership team
• Establish clearly defined goals for each partner relationship, and update and maintain proper reporting metrics and funnel management
• Perform quarterly partner reviews of established goals
• Enable partners through assets and relationship management
• Oversee co-marketing campaigns, including the production of collateral, webinars, and events
• Be accountable for sourced and influenced revenue, partner success KPIs, and retention and integration adoption
• Take ownership for building the entire partnership function, including hiring a team and clearly communicating the value to other departments and leadership
• Be willing to perform hands-on work while team is growing

• In partnership with Global Workplace Solutions (GWS) Divisional leadership, responsible for formulating and implementing the business development strategies based on the strategic directions and targets of the business; lead business development programs and initiatives, accountable for the deliverables and outcomes.,
• Responsible for win, keep and grow activities in integrated Real Estate and Facilities Management outsourcing pursuits.
• Identifies opportunities and manages the cultivation,pursuit strategy, and pursuit execution to include the client pipeline, proposals, presentations, deal underwriting, and other client-facing meetings and materials.
• Establishes corporate client relationships with key decision-makers across various organizational levels.
• Leads interactions in a client-facing role in large, regional and global pursuits, renewals and expansions.
• Strong understanding of each GWS service offering,platform, and value proposition, and the broader CBRE service lines.
• Coordination and governance of sales activity throughout the sales process including qualification, discovery, proposal, pricing presentation and negotiation.
• Stays abreast of industry dynamics;evaluates industry and business trends and analyzes performance and responds with necessary business change.
• Manages and achieves financial, operational and other measures as defined in deliverables and/or KPI's (Key Performance Indicators) established for the client(s) as part of a one-time client engagement or as part of an on-going client relationship.
• Collaborates with Senior Managing Director of Sales and Client Solutions and divisional leadershipto develop a concise plan to accomplish the retention and acquisition of clients/markets, focusing on our value-add as "expert advisors" rather than "tactical or transaction specialists". Meets business growth objectives consistently.
• Performs other duties as assigned

Supervisory Responsibilities

• Manages the planning, organization, and controls for a major functional area or department. May be responsible for a mix of direct and matrix reports.
• May approve subordinate's recommendations for staff recruitment, selection, promotion, advancement, corrective action and termination.
• Monitors appropriate staffing levels and reports on utilization and deployment of human resources.
• Leads and supports staff in areas of staffing, selection, training, development, coaching, mentoring, measuring, appraising and rewarding performance and retention. Leads by example and models behaviors that are consistent with the company's values.

Education And Experience

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.

• Complex solutions sales or consulting experience required, commercial Real Estate or outsourcing experience preferred
• Bachelor's degree (BA/BS) from four-year college or university. MBA preferred.
• Minimum of 7 - 10 years of related experience in finance, consulting, or analytics preferred.
• Experience must include a minimum of 5 - 7 years business development experience, developing outsourcing solutions, pricing and org development models.

COMMUNICATION SKILLS

• Relevant professional licenses (e.g., RICS, IAOP, COP, etc.) preferred.
• CoreNet membership and participation in local and regional events desired.
• Ability to comprehend, analyze, and interpret the complex business and legal documents including contracts and RFP documents.
• Ability to respond effectively to the most sensitive issues.
• Executive presence required; ability to make effective and persuasive presentations on complex topics to employees, clients, top management and/or public groups.

FINANCIAL KNOWLEDGE

• Ability to motivate and negotiate effectively with key employees, top management, and client groups to take desired action.
• Excellent listening skills with the ability to effectively assess client needs
• Demonstrated customer relationship management experience
• Requires advanced financial and analytics skills to review commercial models and pricing. .
• Candidate should be able to prioritize key initiatives, develop business cases for budgets and reserve investments to align operational units towards common business development goals.

REASONING ABILITY

• Provides recommendations to executives that impact a line of business.
• Ability to solve problems involving several options in situations. Requires advanced analytical and quantitative skills.

OTHER SKILLS AND ABILITIES

• Technically savvy with solid experience in Microsoft Office (PowerPoint, Excel, Word) and Outlook.
• Decisions made with in-depth understanding and interpretation of authority matrix, company policies and business practices.
• Responsible for setting project, department and/or division deadlines.

CBRE is an equal opportunity employer that values diversity. We have a long-standing commitment to providing equal employment opportunity to all qualified applicants regardless of race, color, religion, national origin, sex, sexual orientation, gender identity, pregnancy, age, citizenship, marital status, disability, veteran status, political belief, or any other basis protected by applicable law. We also provide reasonable accommodations, as needed, throughout the job application process. If you have a disability that inhibits your ability to apply for a position through our online application process, you may contact us via email at recruitingaccommodations@cbre.com or via telephone at +1 866 225 3099 (U.S.) and +1 866 388 4346 (Canada).

NOTE: Some, but not all, of our positions may have an additional requirement to comply with COVID-19 health and safety protocols, including COVID-19 vaccination proof and/or rigorous testing. If you have questions about the requirement(s) for this position, please inform your Recruiter.

CBRE GWS

CBRE Global Workplace Solutions (GWS) works with clients to make real estate a meaningful contributor to organizational productivity and performance. Our account management model is at the heart of our client-centric approach to delivering integrated real estate solutions. Each client is entrusted with a dedicated leader and is supported by regional and global resources, leveraging the industry's most robust platform. CBRE GWS delivers consistent, measurably superior outcomes for our clients at every stage of the lifecycle, and across industries and geographies.

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