Director, Channel Development

NRG•Provo, UT

13d•$162,000 - $267,360

About The Position

Welcome to the intersection of energy and home services. At NRG, we’re driven by our passion to create a smarter, cleaner and more connected future. Vivint Smart Home, an NRG owned company, is a leading smart home company in the United States, dedicated to redefining the home experience with intelligent products and services. We find purpose in proactively protecting and keeping our customers connected to home, no matter where they are. Join the Smart Home team to create smarter, safer and more sustainable homes. The Channel Development Director will be responsible for driving Vivint’s expansion into residential new construction market and adjacent industry partnerships by managing day-to-day opportunities within the partnership pipeline and developing other new channel strategies. This position will strategically position Vivint’s suite of standalone products as well as our full platform to meet the needs of home builders, retailers, and trade partners. The goal is to establish Vivint as an essential provider in these channels, making our energy focused smart home and security products easily accessible to consumers and facilitating greater product consideration for new builds. Success in this role will be measured by the development and scaling of channel partnerships and including building your team to meet the growth. Establishing Vivint’s standalone and integrated products as go-to product solutions in new construction, or other unique distribution models, contributing to Vivint’s market share growth in these untapped segments.

Requirements

Proven experience in channel sales development, with a track record of establishing strategic partnerships in multi-step distribution environments.
Strong understanding of standalone and integrated product sales in the home building and retail industries.
Ability to work independently and scale into a leadership role as the channel business grows.
Excellent communication, negotiation, and strategic planning skills to engage and close high-value partnerships.
Proficiency in data analysis to inform strategic adjustments and optimize business outcomes.
Customer-focused mindset with experience creating audience-driven strategies.
Demonstrated time management skills with the ability to prioritize multiple work streams.
5+ years in channel development, business development, or a related role within multi-step distribution environments.
Established network within the home building and retail industries.
Experience in managing large-scale partnerships or distribution channels.
Bachelor’s degree in Business, Marketing, or related field preferred.

Responsibilities

Build a robust partnership pipeline with regional home builders, trade suppliers or other unique distribution opportunities, creating standardized processes for sales, installation, and customer experience that enhance Vivint’s brand presence. This includes securing agreements with national and regional home builders (e.g., Pulte, KB Home) and large retail partners such as Home Depot, Lowe’s, and niche platforms like Build.com. The role will focus on driving awareness and accessibility of Vivint products in the marketplace.
Highlight the benefits of Vivint’s standalone products (thermostats, door locks, cameras, doorbells) to new partners, emphasizing their ease of installation and compatibility across various home environments. This includes building a value proposition around standalone product capabilities that appeal to both home builders and retail buyers, positioning Vivint products as must-have essentials in new homes.
Develop and execute channel-specific go-to-market (GTM) strategies to increase Vivint’s visibility and accessibility within these new channels. The strategy will prioritize funnel opportunities with home builders and expand into retail and trade partnerships to drive incremental revenue. Focus will be placed on ensuring Vivint’s offerings meet the high demand for smart, connected home products in new constructions. This part of the role involves crafting product positioning, creating the value proposition for each partner segment, and adapting strategies to fit different types of channels (e.g., home builders vs. retail).
Oversee multi-step distribution channels, including B2B, B2C, and B2B2C segments. Collaborate with retail and trade partners to integrate Vivint’s products into their customer offerings and to generate lead flow from in-store and online traffic.
Create and manage channel programs for builder and retail partnerships, establishing clear pricing, incentives, rewards, and installation processes. Programs should be tailored to drive customer engagement, support builder needs, promote standalone Vivint products, and ensure seamless integration of Vivint products in new constructions.
Explore and develop potential OEM or white-label partnerships that align with Vivint’s strategic goals for channel expansion. This could include partnerships with smart home device manufacturers or other brands to enter new market segments under different brand identities.
Monitor and report on key performance indicators (KPIs), including pipeline growth, partner engagement, and standalone product sales metrics. Detailed tracking will be provided for opportunity pipeline development, program success with builders and retailers, and overall installation effectiveness.
Build the business and partnerships so that continued expansion can be part of the role and additional partner managers can be added to your team. Develop personally to move from an integral IC to a overall team manager.