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OpenSolar · 2 days ago

Distribution Account Executive

United States

Full-time

Remote

Mid Level

3+ years exp

OpenSolar is a company dedicated to accelerating the adoption of solar and renewable energy globally through innovative software solutions. The ProX Distribution Account Executive will drive revenue by selling products and solutions to Account Managers at hardware distributors, while building strong relationships and enabling their success.

Information TechnologySoftwareWeb Design

Responsibilities

Own the full sales cycle for opportunities sold through hardware distributors

Sell directly to Distributor Account Managers as the primary decision-makers

Drive revenue via attach, upsell, and expansion within distributor-managed accounts

Meet or exceed monthly and quarterly revenue targets

Maintain accurate pipeline, forecasts, and activity tracking in CRM

Build strong relationships with distributor Account Managers and sales leaders

Enable AMs with positioning, pricing guidance, and sales strategy

Conduct training sessions, deal reviews, and joint customer calls as needed

Act as a trusted partner to help AMs close more business and grow wallet share

Run discovery with distributor AMs to understand their customers, deal context, and blockers

Deliver clear value propositions aligned to distributor incentives and goals

Support negotiation, commercial structuring, and deal close

Coordinate internally to resolve pricing, availability, or technical questions

Partner with Channel, Marketing, and Product teams to improve distributor effectiveness

Provide feedback on distributor needs, objections, and competitive insights

Align with Operations and Support to ensure smooth order fulfillment and post-sale success

Qualification

B2B SaaS salesChannel sales experienceSolar industry knowledgeCRM proficiencyRelationship managementConsultative sellingInfluencing skillsCommunication skillsPresentation skills