Director, Channel Accounts, Comfort

Palmetto Clean Technology•Charlotte, NC

3d•Onsite

About The Position

The Director, Channel Accounts, Comfort is a senior management role responsible for identifying, assessing, negotiating, and finalizing new business opportunities aligned with Palmetto’s strategic growth objectives, while managing channel sales. The role calls for extensive HVAC industry experience and a strong network of industry contacts to develop partnerships and new product channels. The Director works with internal functions to evaluate market potential, financial viability, technical relevance, and proprietary and legal considerations for prospective opportunities. The role also leads day-to-day Channel Accounts Management team activities, establishing best practices, KPIs, tools, and processes to support a high-performing sales team. The Director develops commercial partnerships through an established HVAC and Home Services network, supports prospecting and lead generation, and contributes to sales materials and product, service, and channel development. The role conducts market research, develops business plans and sales positioning, conveys customer needs to internal teams, monitors industry trends, and collaborates across Technology, Finance, Revenue, and Operations. It also supports reporting and strategy calibration with executive leadership. Operational responsibilities include optimizing the partner lifecycle, pipeline health, forecasts, revenue processes, and national-account rollouts. The Director uses analytics to inform decisions and oversees Salesforce governance and reporting integrity, along with the technology stack supporting Comfort Plan sales teams. In partnership with the GM, Comfort, the Director owns team planning, OKRs, management structures, performance management, compensation modeling, and quota management. The position is based in Charlotte, North Carolina, reports to the GM, Comfort, and may require travel up to 30% of the time.

Requirements

At least 8 years of B2B enterprise business development, sales, and/or account management experience.
Mandatory experience in the HVAC/Heat Pump and Home Electrification industry, with experience in consumer finance and the energy industry.
Broad commercial awareness developed in a fast-moving environment.
Excellent oral and written communication skills.
Strong interpersonal and relationship-building skills.
Proven analytical skills and ability to influence internal and external stakeholders.
Ability to develop and execute strategic plans in collaboration with internal and external partners and stakeholders.
Decisiveness and ability to implement ideas quickly.
Ability to travel up to 30% of the time.
Successful completion of a background check is a condition of employment.

Responsibilities

Develop commercial partnerships using an established network in the HVAC and Home Services industries.
Initiate prospecting and lead-generation activities for channel partners and corporate clients.
Help develop educational and sales materials that explain Palmetto product offerings.
Contribute to development of new products, services, and channels through market research, total addressable market analysis, business plans, sales positioning, presentations, and reference materials.
Relay customer needs and requirements to internal teams, including Product and Capital Markets leadership, to support product innovation and new product or revenue opportunities.
Monitor industry trends, regulations, and technological advancements; conduct market research and intelligence to identify growth opportunities.
Collaborate with Technology, Finance, Revenue, and Operations teams to support successful implementation and delivery of solutions to external customers.
Assist with regular reporting and strategy calibration with executive leadership.
Define, measure, and optimize partner lifecycle stages from lead through repeat production for HVAC and home electrification partners.
Ensure channel forecast reliability and overall pipeline health.
Work with leadership to design, operationalize, and optimize a revenue engine using planned KPIs to support scalable growth.
Sequence and manage rollouts for major national accounts.
Use data analytics to understand partner behavior, sales trends, and market opportunities, and to inform sales processes, marketing, and partner relationship decisions.
Manage Salesforce governance, reporting integrity, clean data architecture, and the additional technology stack supporting Comfort Plan sales teams.
Partner with the GM, Comfort, on team planning, OKRs, management structures, and reporting cadences.
Own performance management, compensation modeling, and quota management for the Comfort Account Management team.
Travel up to 30% of the time.