Channel Account Manager, HVAC - West Coast

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.

Location

This role will be based in the West Coast - CA

Summary of Role 

The Channel Account Manager, HVAC/Heat Pump and Home Electrification is a partner-facing role focused on helping home service contractors adopt and scale Palmetto’s LightReach lease program. You will be responsible for onboarding contractor partners, training their sales teams, and supporting successful in-home sales adoption.

In the early stage, this role will focus heavily on top of funnel partner relationship building and recruitment of new partners. Over time, the role will become more focused on partner support and enablement, and is ideal for someone who has worked in residential in-home sales and understands how homeowners make decisions around major home upgrades. You should be confident leading live sales trainings, coaching front-line sales professionals, and providing ongoing field support.

Strategic and Tactical

• Identify, recruit, and onboard new partners based on Palmetto LightReach business objectives.


• Serve as the primary point of contact for assigned contractor partners across residential home services trades.


• Lead on-site and virtual trainings for sales reps on how to position, present, and close the LightReach lease in the home.


• Collaborate with Sales and General Managers to drive alignment and adoption at the leadership level.


• Support sales teams through ride-alongs, objection handling, and in-home pitch coaching.


• Monitor lease activity, adoption rates, and engagement metrics; proactively address friction points.


• Partner with internal teams to refine tools, resources, and partner support processes.


• Gather field-level feedback to inform platform improvements and partner enablement content.
  Ensure a high level of professionalism and partner satisfaction across every touchpoint.

Qualifications

• 3–5 years of experience in residential in-home sales (HVAC, plumbing, electrical, generators, roofing, or similar)


• 2–4 years in a partner-facing or field enablement role (Sales Trainer, Territory Manager, Manufacturer Rep, etc.)


• Demonstrated ability to train and coach salespeople in person and virtually


• Experience working with or for contractor businesses in the home services industry


• Strong presentation, relationship-building, and problem-solving skills


• Willingness to travel up to 75% regionally/nationally


• HVAC Experience is required


• Confident, engaging communicator who builds trust quickly


• Adaptable and energized by a fast-paced, evolving environment


• Passionate about improving how homeowners access modern home systems


• Collaborative, solutions-oriented, and able to work independently in the field


• Comfortable using CRM and digital sales enablement tools

Success Defined

• New Contractor onboarding.


• Grow lease adoption and transaction volume among assigned partner accounts.


• Improve frontline sales team confidence and accuracy in presenting the lease.


• Shorten time-to-productivity for new contractor partners.


• Increase partner satisfaction through proactive relationship management.

Employment is contingent upon the successful completion of a background check. 

Equal Employment Opportunity

Palmetto embraces diversity and is an Equal Employment Opportunity employer. Employment is decided on the basis of qualifications, merit, and business need. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or any other status protected under federal, state, or local law.

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