About Desolenator
At Desolenator, we're on a mission to change the way the world thinks about water. Our solar-thermal desalination technology transforms seawater and brackish sources into safe drinking water—without the carbon footprint. We work with industries, communities, and governments to deliver resilient, decentralized water solutions that align with a circular and climate-positive future. We're expanding globally through strategic distributor partnerships, with initial focus on the GCC region and Caribbean markets.
Position Overview
We are seeking an experienced Distributor Account Manager to drive the growth of our global distributor network. This role will be responsible for building, enabling, and managing relationships with distributors in key markets, ensuring they effectively represent our technology and generate quality pipeline opportunities. The position requires a unique combination of relationship management skills, business development expertise, and the ability to guide partners through complex capital equipment sales processes.
Key Responsibilities
Distributor Relationship Management
- Build and maintain strong relationships with distributor executives and sales teams
- Develop joint business plans with distributors, including pipeline targets and marketing activities
- Coach and mentor distributor sales teams on effective positioning of our technology
- Conduct quarterly business reviews and manage distributor performance metrics
- Identify and recruit new distributors in strategic markets
Sales Development
- Work alongside distributors in joint customer meetings for advanced opportunities
- Support the development of proposals and ROI analyses for complex projects
- Guide distributors through the SPANCOP sales methodology
- Analyze pipeline data to identify conversion bottlenecks and improvement opportunities
- Participate in industry events alongside distributors to generate qualified leads
Business Growth
- Identify market trends and opportunities for geographic expansion
- Contribute to the development of sector-specific value propositions
- Provide market intelligence and competitive insights from distributor feedback
- Support the implementation of a Water-as-a-Service commercial model
- Help distributors navigate technical and commercial challenges in the sales process
Qualifications
Required Experience
- 5+ years of experience in distributor/channel management or similar indirect sales roles
- Background in capital equipment, infrastructure, or project-based sales
- Demonstrated success in building and managing partner relationships
- Experience with complex, multi-stakeholder sales processes
- Strong commercial acumen and financial understanding
- Track record of meeting or exceeding sales targets through indirect channels
Preferred Qualifications
- Experience in water treatment, desalination, or related industrial sectors
- Knowledge of power generation, utilities, or industrial processes
- Familiarity with CRM systems (Salesforce preferred)
- Experience working with distributors in the GCC region, Caribbean, or other target markets
- Understanding of project financing mechanisms for capital equipment
- Background in sustainability, cleantech, or renewable energy
Skills and Attributes
- Exceptional relationship-building abilities at executive and operational levels
- Strong business coaching and mentoring capabilities
- Analytical approach to pipeline management and performance metrics
- Excellent presentation and communication skills
- Ability to represent technical solutions credibly to end customers
- Comfort with remote relationship management and virtual collaboration
- Self-motivated with the ability to work independently while supporting a team
- Willingness to travel internationally (approximately 30-40%)
What We Offer
- Opportunity to drive the commercial growth of a breakthrough clean technology
- Key role in a growing, purpose-driven organization with global impact
- Competitive compensation package
- Flexible working arrangements
- International exposure and professional development
Location
Ideally, this position would be based in the Netherlands.
Desolenator is committed to building a diverse team and strongly encourages applications from candidates of all backgrounds.
To apply, please send your resume and a cover letter explaining your interest and relevant experience to judith@desolenator.com .
