Fluence (Nasdaq: FLNC) is a global market leader delivering intelligent energy storage and optimization software for renewables and storage. Our solutions and operational services are helping to create a more resilient grid and unlock the full potential of renewable portfolios. With gigawatts of successful implementations across nearly 50 markets, we are transforming the way we power our world for a more sustainable future. For more information, please visit fluenceenergy.com.
Job Description
Role Overview
Fluence is seeking a Global Partnership Sales GTM Strategy Lead (Director) to play a pivotal role in shaping and executing our next-generation global partnerships go-to-market (GTM) transformation. This role will lead the strategy, design, alignment, and execution of global partner marketing and enablement, ensuring deliberate, partner‑centric motions that directly translate into revenue growth.
This leader will act as the voice of our partners internally, orchestrating tight alignment across Marketing, Enablement, Sales, Services, Delivery, and Commercial Programs teams. The ideal candidate is a builder, executor, strategist, and visionary who is customer‑obsessed, outcome‑driven, and energized by turning complex, cross‑functional collaboration into scalable impact.
This is a director‑level role with significant influence across Fluence’s global sales partnerships ecosystem and is critical to enabling growth across new segments, markets, and existing territories.
At The Director Level, This Role Is Expected To
- Set global strategy and direction for partner marketing and enablement, translating Fluence growth priorities into scalable GTM motions.
- Own outcomes, not just activities, with clear accountability for revenue‑adjacent results such as partner‑sourced pipeline, bookings influence, and partner productivity.
- Lead through influence in a matrixed environment, aligning senior stakeholders across Sales, Marketing, Enablement, Services, Delivery, and Commercial Programs teams.
- Build durable capabilities (frameworks, playbooks, operating models, metrics) that scale beyond individual regions, partners, or leaders.
- Operate as a thought partner to executive leadership, shaping how Fluence leverages partnerships to expand markets, accelerate sales cycles, and enable repeatable growth.
This role is not primarily a people‑management role on day one, but it carries enterprise leadership expectations, including setting standards, driving alignment, and mentoring contributors across functions involved in partner GTM execution. As the organization scales, this role will lead the broader Partner GTM Strategy Organization.
This is a remote position, located in the United States, Netherlands, or Germany.
Key Responsibilities
Partner GTM Strategy & Execution
- Own the global partner marketing and enablement GTM strategy, from concept through execution, with a relentless focus on revenue impact.
- Design and operationalize partner‑centric GTM motions, ensuring timelines, content, and activation plans are aligned to how partners sell, deliver, and create value.
- Translate global strategy into scalable regional and segment‑specific plays, enabling consistent execution across markets.
Partner Marketing & Investment Planning
- Build and lead partner co‑marketing strategies and investment plans aligned to sales priorities, growth segments, and market expansion goals.
- Ensure joint campaigns, value propositions, and sales assets clearly articulate partner value‑add and drive measurable pipeline and bookings.
- Establish success metrics and ROI frameworks tying marketing and enablement outcomes to revenue growth and partner productivity.
Enablement & Capability Building
- Partner closely with internal Marketing and Enablement organizations to co‑create partner‑ready content, training, certifications, and GTM playbooks.
- Ensure enablement programs support partners across the entire customer journey, from demand generation through delivery and lifecycle services.
- Advocate for partner needs and feedback to continuously improve tools, programs, and experiences.
Cross‑Functional Leadership & Alignment
- Serve as a senior integrator across Sales, Services, Delivery, Marketing, Enablement, and Commercial Programs, aligning priorities and execution models.
- Lead complex, cross‑functional initiatives that require influence without authority, engaging stakeholders from individual contributors through executive leadership.
- Act as a trusted advisor to regional and global sales leadership on partner GTM strategy and execution.
Partner Program Design & Growth Enablement
- Work closely with the Commercial Programs team to design and evolve partner program constructs that unlock growth across new markets, segments, and partner types.
- Help define partner segmentation, engagement models, and incentives that drive scalable, repeatable success.
- Ensure programs are practical, differentiated, and aligned to real‑world partner economics and capabilities.
Required Qualifications & Experience
- 5+ years of direct partner marketing or partner sales experience.
- 3+ years leading partner GTM, partner marketing, or channel strategy teams.
- Proven experience building and scaling channel or partner GTM programs in close collaboration with sales, services, and delivery teams.
- Strong background working cross‑functionally in complex, global organizations.
- Experience in the technology and/or energy sectors.
- Demonstrated success working across multiple partner types (e.g., channel, resellers, integrators, EPCs, alliances, advisory, services, platforms).
Additional Skills
- Experience operating in global, matrixed environments with regional execution models.
- Strong analytical mindset with the ability to tie GTM investments to pipeline, bookings, and partner performance.
- Executive‑level communication skills with the ability to influence, challenge, and align senior stakeholders.
Our Culture
At Fluence, our culture is the foundation that drives our ambitious growth strategy and fuels our mission to transform the future of energy. Our core cultural pillars empower us to innovate, collaborate, and lead with purpose, ensuring we continue to deliver unparalleled value to our customers and the world.
Unleash Voices
We believe every voice matters. We encourage openness, active listening, and decisive action to create a culture where everyone has the opportunity to contribute to our success. We foster an environment where diverse perspectives are heard and valued, driving innovation and progress.
Customer Fluent
Our customers are at the heart of everything we do. We’re committed to delivering exceptional value that exceeds expectations by understanding our customers' needs and adapting swiftly to meet them. Our deep focus on customer satisfaction drives us to continuously improve and innovate.
Infinite Impact
We are committed to creating the impossible. We push boundaries to deliver sustainable, game-changing solutions that shape a brighter, more energy-efficient future for all. Our team is passionate about making a lasting impact that will resonate for generations to come.
All In
We are all in for growth. Our teams are relentlessly focused on identifying and seizing opportunities that propel us forward. We embrace an ownership mindset, pushing ourselves and each other to accelerate progress and create lasting success.
