Channel Accounts Director, Comfort

The Channel Accounts Director, Comfort is a senior management level role within Palmetto, reporting directly to the GM, Comfort. This is a key role responsible for identifying, assessing, negotiating, and finalizing new business opportunities aligned 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 collaborate with internal functions to assess market potential, financial viability, technical relevance, and proprietary and legal implications of all potential new business opportunities. Additionally, 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 processes supporting 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 develop 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 knowing the Total Addressable Market for each state in the region.
  • Development of business plans, sales positioning, presentations, reference material, and other required documents.
• Relay customer needs and requirements back to internal Palmetto teams, including Product and Capital Markets leadership, with a focus on periodic innovation of existing products and development of new products or revenue opportunities.
• Stay informed on industry trends, regulations, technological advancements, and conduct 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 → Trained → Activated → Producing → Repeat Producing) for HVAC and home electrification partners.
• Ensure forecast reliability and overall pipeline health for the channel.
• In collaboration with leadership, architect, operationalize, and optimize the revenue engine to drive predictable, scalable growth through well-planned KPIs.
• Sequence and manage rollouts for major national accounts to ensure structural success.
• Leverage data analytics to gain insights into partner behavior, sales trends, and market opportunities.
• Use data to inform strategic decisions regarding sales processes, marketing efforts, and partner relationships.
• Manage Salesforce platform governance, reporting integrity, and clean data architecture, as well as the additional technology stack supporting Comfort Plan sales teams.
• In partnership with GM, Comfort, own the team planning process, OKR structure, and design and evolve team management structures, including reporting cadences.
• Own performance management, compensation modeling, and quota management for the Comfort Account Management team.

Qualifications

• 8+ years B2B enterprise business development, sales, and/or account management experience.
• Mandatory experience in HVAC/Heat Pump and Home Electrification industry with experience in consumer finance and the energy industry.
• Athletes wanted - Broad commercial awareness developed in a fast-moving environment.
• Superior communication skills – both oral and written.
• Strong interpersonal and relationship-building skills.
• Proven analytical skills and ability to influence people both internally and externally.
• Proven ability to ideate, develop, and execute strategic plans in close collaboration with internal and external partners and stakeholders.
• Decisive and able to move with speed to implement ideas.
• Ability to travel up to 30% of the time.