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

📌 Indirect Channel Development Specialist (Milano)
🏢 EDP Energias de Portugal
📍 Milano