Indirect Channel Development Specialist

We are EDP, a global energy company present in around 25 markets with a particular emphasis on renewable energies. With 50 years of experience, we have been consolidating a relevant presence on the world energy scene based on the commitment to be all-green by 2030, leading the energy transition. With more than 12,000 employees around the world, we are committed to using our energy and heart to drive a better tomorrow. 

What you will do:

The role is primarily responsible for identifying, recruiting, activating and developing high-quality commercial partners, turning partner relationships into recurring qualified opportunities and profitable sales.

Partner acquisition

• Map the Italian partner ecosystem and identify high-potential partner targets.
• Proactively approach and recruit new commercial partners.
• Build and manage a structured partner acquisition funnel.
• Assess partners based on customer access, commercial capability, geographic/segment coverage and expected productivity.
• Pitch the EDP partner proposition and negotiate commercial collaboration terms within agreed guardrails.

Partner activation

• Own the first 90 days after partner recruitment.
• Define target accounts and commercial priorities with each new partner.
• Train partners on EDP solutions, target customers and commercial process.
• Drive first customer introductions and qualified opportunities.
• Minimize time from partner signing to first productive activity.

Pipeline and sales

• Generate incremental qualified pipeline through the partner network.
• Drive opportunity progression and conversion together with partners.
• Maintain clear forecasts and next actions.
• Deliver agreed MW, revenue and gross-margin objectives.

Partner performance

• Monitor partner productivity and conversion.
• Develop high-potential partners and implement recovery plans for underperformers.
• Recommend partners to scale, deprioritize, renegotiate or exit.
• Ensure management effort is focused on partners creating measurable value.

Partner economics

• Understand partner commission structures and deal economics.
• Assess whether partner compensation reflects the value created.
• Support optimization of channel profitability, cost/MW and partner ROI.
• Identify margin leakage and propose improvements to the partner commercial model.

Partner proposition

• Gather systematic feedback from current and prospective partners.
• Identify barriers to recruitment and activation.
• Work with Product, BD and management to improve EDP's partner proposition, tools, processes and incentives.

Internal orchestration

• Act as commercial owner of the partner relationship.
• Coordinate Sales Support, BD, Product, Legal, Risk and Field teams where required.
• Ensure internal complexity does not prevent partner activation or opportunity conversion.

What we are looking for:

• At least 1-2 years of B2B commercial, business-development or channel-development experience.
• Demonstrable success in hunting and recruiting new partners or customers.
• Experience building commercial relationships from scratch.
• Strong negotiation and influencing capability.
• Entrepreneurial, field-oriented and highly results-driven.
• Comfortable managing external entrepreneurs, agency owners and commercial organizations.
• Strong analytical and pipeline-management discipline.
• Good understanding of commercial economics and profitability.
• Italian fluent/native; professional English.
• Experience in energy, solar, utilities, telecommunications, industrial services or another B2B channel-intensive sector preferred.
• Existing relevant Italian commercial network is an advantage. 

More than academic knowledge and technical skills, we are looking for ambitious people who are enthusiastic about the future and wh