Director, Channel Accounts, Comfort

Palmetto Clean Technology•Charlotte, NC

2d•Onsite

About The Position

The Director, Channel Accounts, Comfort is a senior management role responsible for identifying, assessing, negotiating, and finalizing business opportunities aligned with Palmetto’s strategic growth objectives, and managing channel sales for the Comfort business. The role is based in Charlotte, North Carolina, and reports to the GM, Comfort. The successful candidate will bring extensive HVAC industry experience and a strong network in the industry to develop partnerships and new product channels. The director collaborates with internal teams to assess the market potential, financial viability, technical relevance, and proprietary and legal implications of potential business opportunities. The role also leads day-to-day activities for the Channel Accounts Management team, establishing best practices, KPIs, tools, and processes to support a high-performing sales team. Strategic work includes developing commercial partnerships and generating leads in HVAC and home services; supporting sales and educational materials; researching markets and total addressable markets; contributing to business plans and product, service, and channel development; communicating customer needs to internal teams; monitoring industry trends and regulations; coordinating with Technology, Finance, Revenue, and Operations; and reporting and calibrating strategy with executive leadership. Tactical work includes optimizing the partner lifecycle, channel pipeline health, and forecasting; building and improving the revenue engine and its KPIs; managing major national account rollouts; using analytics to guide decisions; maintaining Salesforce governance, reporting integrity, and data architecture; and partnering with the GM, Comfort on team planning, OKRs, management structures, and reporting cadences. The director also owns performance management, compensation modeling, and quota management for the Comfort Account Management team. Travel may be required up to 30% of the time. Employment is contingent upon successful completion of a background check.

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.
Superior oral and written communication skills.
Strong interpersonal and relationship-building skills.
Proven analytical skills and ability to influence people internally and externally.
Proven ability to develop and execute strategic plans in collaboration with internal and external partners and stakeholders.
Decisiveness and ability to move quickly to implement ideas.
Ability to travel up to 30% of the time.

Responsibilities

Identify, assess, negotiate, and finalize new business opportunities aligned with Palmetto’s business and strategic growth objectives.
Manage channel sales for the Comfort business and lead day-to-day activities across the Channel Accounts Management team.
Develop commercial partnerships and conduct prospecting and lead generation for channel partners and corporate clients.
Help develop educational and sales materials that clearly communicate Palmetto’s product offerings.
Conduct market research, assess total addressable markets, and contribute to business plans, sales positioning, presentations, and reference materials.
Support development of new products, services, and channels, and relay customer needs to internal Product and Capital Markets teams.
Monitor industry trends, regulations, and technological advancements, and identify growth opportunities through market research and intelligence.
Collaborate with Technology, Finance, Revenue, and Operations teams to support successful implementation and delivery of solutions.
Report to and calibrate strategy with executive leadership.
Define, measure, and optimize partner lifecycle stages for HVAC and home electrification partners.
Maintain channel forecast reliability and pipeline health; develop and optimize KPIs for predictable, scalable growth.
Sequence and manage major national account rollouts.
Use data analytics to understand partner behavior, sales trends, and market opportunities and inform strategic decisions.
Manage Salesforce governance, reporting integrity, clean data architecture, and additional technology 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.