Vice President, Channel & Product Commercialization, Palmetto Home

Department Description

For Palmetto Capital roles

Palmetto Capital is a branch of Palmetto focused on the democratization of the renewable energy and HVAC industries. We provide homeowners with financial products to benefit from solar power, energy storage systems, and home efficiency through advanced heating and cooling technologies. We empower solar and HVAC sales professionals and installation companies with access to our proprietary platform, financing, customer management system, and milestone quality control system. Our #1 focus is a phenomenal experience for our customers and partners, evidenced in our growing financial product adoption.

Location

Charlotte, NC preferred; remote acceptable, with regular travel required.

Reporting

This role will report to the President & Chief Revenue Officer.

Summary of Role 

The Vice President, Product Commercialization is a senior hands-on commercial operator responsible for quarterbacking and operationalizing new channels and strategic partnerships into scalable, profitable growth. This role exists to bring leverage to General Managers and business leaders by translating strategy into execution, ensuring complex, cross-functional initiatives move from concept to launch to scale. This role sits at the intersection of product, technology, business, legal, and finance, and is accountable for ensuring that channel strategies and partnerships are executed end-to-end, not studied in isolation. This is a hands-on role, focused on delivery, execution, and results. This leader owns how products are packaged, positioned, launched, and scaled across defined distribution channels, working alongside General Managers. The role ensures that channel strategies, partner launches, and commercialization efforts are operationally sound, economically viable, and repeatable, enabling long-term scale and independence across the portfolio.

Strategic & Tactical

Commercial Strategy & Business Development

• Define and operationalize Palmetto’s long-term channel distribution strategy across all channels (e.g. direct, partner-led, hybrid, and emerging channels), to drive sustainable revenue growth and customer acquisition across priority verticals, grounded in clear customer problems, value propositions, and commercial priorities.
• Assess channels through the lens of time horizon, scalability, capital efficiency, and long-term independence, clearly distinguishing between near-term revenue opportunities and long-term distribution platforms.
• Identify, structure, and negotiate high-impact strategic partnerships where appropriate, aligned with the product roadmap and long-term growth objectives, pressure-testing decisions using market signals, customer feedback, and real-world economics. 
• Act as the internal quarterback for complex partnerships and launches, ensuring accountability, momentum, and clarity across stakeholders from concept through scale.
• Serve as an executive-level market expert, translating industry trends, competitive dynamics, and channel performance signals into clear commercialization priorities and product opportunities.

Commercial Partner to General Managers

• Serve as the embedded commercial counterpart to General Managers, working to scale residential energy products across markets, channels, and customer segments.
• Bring customer language, buying dynamics, and sales insight directly into GM planning, pricing decisions, and go-to-market execution.
• Ensure product-market fit and commercial traction are pursued together, not sequentially, aligning GM priorities with portfolio-level commercialization strategy.

Go-to-Market & Commercial Operations

• Partner with General Managers to shape the product-channel mix, informing optimal packaging, positioning, pricing, and launch strategies by product and channel type, with scale, repeatability, and long-term leverage in mind.
• Design and evolve channel onboarding, enablement, and operating models that promote self-sufficiency, standardization, and reduced dependency over time.  
• Enable channel-led demand generation by developing co-marketing frameworks and sales enablement efforts that drive qualified leads and improve conversion, communicating clearly about product value, ROI, and outcomes.

Performance & Cross-Functional Leadership

• Partner with General Managers to drive P&L performance across all distribution channels; establish performance metrics and analytics frameworks to optimize Customer Acquisition Costs (CAC) and channel ROI, using performance and economics as core inputs into ongoing commercialization and investment decisions.
• Lead cross-functional collaboration with Sales, Marketing, Product, Finance and Operations to ensure channel requirements and long term scalability considerations are integrated into product development and service delivery.
• Drive operational excellence across end to end channel experience by proactively identifying gaps, aligning teams, and ensuring disciplined execution from strategy through launch and scale knowing when to standardize, refine, or shut down low-signal motions.

Qualifications

• 10+ years of progressive experience leading Channel Strategy, Commercialization, or Go-to-Marker leaderships within growth-stage or scaled organizations.
• Proven track record of delivering against aggressive growth targets while effectively managing and reducing Customer Acquisition Costs (CAC).
• Demonstrated success designing and scaling channel distribution models, including but not limited to partnerships, with an emphasis on repeatability, independence, and long-term economics. 
• Experience building and operating product-channel matrices and launching co-marketing and go-to-market strategies that resulted in measurable lead generation, conversion improvement, and revenue uplift.
• Ability to design performance frameworks and leverage data-driven insights to optimize channel effectiveness, unit economics, and partner ROI.
• Exceptional ability to collaborate with and influence stakeholders across Product, Engineering, Sales, Legal teams to drive aligned execution.
• Highly developed negotiation and executive communication skills, with the ability to articulate complex value propositions to C-suite leaders at external partner organizations and internal executives.
• A strong market-expert mindset, with the ability to pivot strategies in response to emerging trends, competitive shifts, and evolving product roadmaps.
• Bachelor’s degree in Business, Marketing, or a related field; MBA or advanced degree preferred.
• Familiarity with CRM tools (e.g., Salesforce), channel management or Partner Relationship Management (PRM) platforms, and data visualization tools.