Department Description

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

This position will be based remotely within the United States.

Reporting

This position will report into the VP of Energy Backup & Program Management

Summary of Role

The Director of Business Development, Battery and Home Electrification, is a senior management level role within Palmetto, and reports directly to the VP of Energy Backup and Electrification Programs with a dotted line into GM, Palmetto LightReach. This is a key role responsible for identifying, assessing, negotiating, closing and operationalizing new business opportunities that are in line with the overall business and strategic growth objectives for Palmetto. The ideal candidate will have extensive experience in the Solar and Storage industry, along with a robust network of contacts in this space to drive partnerships and new product channel development. The role will work collaboratively with other internal functions to assess market potential, financial viability, technical relevance and proprietary and legal implications of all potential new business opportunities. In addition the Business Development Director will work to complete financial models, preparing and presenting opportunities to senior leaders, due diligence of targets, and integration activities.

The role will be responsible for both B2B development within new product channels, as well as enterprise partnership development. The role wiIl also support and collaborate with our network of Solar Business Development managers to deploy new products across our solar channel partner network. Initial focus will be on Energy Backup - LightReach’s first of its kind standalone storage lease. Product focus will evolve as Palmetto and LightReach offerings expand.

The successful candidate will be resourceful, a leader, proactive, organized, motivated to enhance the company's reputation, and relentless in identifying and developing new and creative revenue opportunities.

Strategic & Tactical

• Lead account development efforts that focus on leveraging Palmetto technology offerings and financial products to deliver a differentiated offering to small and medium businesses, as well as enterprise clients
• Use established network within Solar and Storage industry to develop commercial partnerships
• Initiate prospecting and lead generation activities for both channel partners and corporate clients
• Pursue and implement strategic relationships and demand programs with a wide range of partners – home builders, utilities & retail energy providers, equipment manufacturers, non-solar trade groups, and more
• Drive creative product solutions with VPP partnerships that reduce overall cost to end consumers
• Help in developing 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 know the Total Addressable Market for each state in region
• Development of business plans, sales positioning, presentations, reference material, and other documents as required
• Deal modeling and financial analysis
• Relay customer needs and requirements back to internal Palmetto teams including Product and Capital Markets leadership with a focus on both periodic innovation of existing products and development of new products or revenue opportunities
• As required, develop and manage partner onboarding and program implementation
• Keeps informed on industry trends, regulations, technological advancements, and conducts market research and intelligence to identify opportunities for growth, specifically around VPP and DERM programs
• 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
• Collaborate with Solar Business Development teams to drive new product adoption from the Solar Channel Partner network

Qualifications

• 8+ years B2B enterprise business development, sales and/or account management experience
• Mandatory experience in Solar/ Storage and Home Electrification industry, ideally with experience in consumer finance as well
• Experience with VPP other bespoke utility level programs
• 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 ability to move with speed to implement ideas
• Ability to travel up to 30% of the time