Director, Channel Accounts - HVAC
PalmettoAbout the role
Company Description
Palmetto is a leading clean tech company on a mission to accelerate the transition to a clean energy future. With a belief that consumers can have it all, we are an uncompromising energy company that makes coming clean a no brainer. Our award-winning technology platform empowers homeowners, businesses, and entrepreneurs to adopt renewable energy through simple, scalable, and innovative solutions. Operating at the intersection of B2B and D2C, we offer software, financial products, and services that drive real environmental impact—without compromising value. We deliver end-to-end solutions for whole home electrification that put clean energy within reach for all.
Our employees are our most valuable resource. We foster a promote-from-within culture that prioritizes talent development, career growth, and purpose-driven work. Palmetto offers a comprehensive benefits package—including unlimited PTO, medical, dental, and vision coverage, paid parental leave, retirement plans, and more—so you can have it all both personally and professionally. Palmetto prioritizes people, planet, and profit—backed by a culture that values collaboration, impact, and balance. Join us in building a brighter, cleaner world.
Department Description
Palmetto Home is a branch of Palmetto focused on the democratization of the renewable energy and HVAC industries. We provide homeowners with financial products to benefit from solar power, energy storage systems, and home efficiency through advanced heating and cooling technologies. We empower solar and HVAC sales professionals and installation companies with access to our proprietary platform, financing, customer management system, and milestone quality control system. Our #1 focus is a phenomenal experience for our customers and partners, evidenced in our growing financial product adoption.
Location
This position will be based remotely in the US.
Reporting
This position will report to the SVP, Head of HVAC & Heat Pump.
Summary of Role
The Channel Accounts Director, Comfort is a senior management level role within Palmetto, and reports directly to the GM, Comfort. This is a key role responsible for identifying, assessing, negotiating and finalizing new business opportunities that are in line with the overall business and strategic growth objectives for Palmetto, and managing channel sales for the business.. The ideal candidate will have extensive experience in the HVAC industry, along with a robust network of contracts in this space to drive partnerships and new product channel development. The Strategic Account Director will work collaboratively with other internal functions to assess market potential, financial viability, technical relevance and proprietary and legal implications of all potential new business opportunities. In addition the Channel Accounts Director will lead day to day activities across the Channel Accounts Management team, including implementation of best practices, KPI development, and tooling and process which supports a high performing sales team.
The successful candidate will be resourceful, a leader, proactive, organized, motivated to enhance the company's reputation, and relentless in developing high performance sales teams.
Strategic & Tactical
Strategic:
- Use established network within HVAC and Home Services industry to develop commercial partnerships
- Initiate prospecting and lead generation activities for both channel partners and corporate clients
- Help in developing educational and sales materials that clearly articulate Palmetto product offerings
- Work as a key stakeholder in the development of new products, services and channels including:
- Conducting market research and know Total Addressable Market for each state in region
- Development of business plans, sales positioning, presentations, reference material, and other documents as required
- Relay customer needs and requirements back to internal Palmetto teams including Product and Capital Markets leadership with a focus on both periodic innovation of existing products and development of new products or revenue opportunities
- Keeps informed on industry trends, regulations, technological advancements, and conducts market research and intelligence to identify opportunities for growth
- Collaborate with internal teams, including Technology, Finance, Revenue, and Operations, to ensure successful implementation and delivery of solutions to external customers
- Assist in regular reporting and strategy calibration with executive leadership
Tactical:
- Define, measure, and optimize the partner lifecycle stages (Lead → Onboarded → Trai
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