Description POSITION DESCRIPTION: We are looking for a Director, Residential Channel Strategy, to join the Channel Management Team within the Residential Business Office (RBO). This role will lead channel strategy development across the U.S. residential solar market, with a focus on building scalable go-to-market approaches across modules, battery, TPO, installer and dealer channels, distribution, and new homes. The ideal candidate will bring strong insight into residential channel structures, partner business models, and route-to-market design, and will work closely with cross-functional teams including Residential Sales, EnFin, Axia, New Homes, Product, and Operations. This position will be based out of the San Francisco office.
RESPONSIBILITIES - Build channel strategy for Qcells' residential business across modules, battery, TPO, installer, distributor, dealer, and all channels.
- Develop market-backed channel plans that improve channel coverage, product mix, revenue quality, and long-term partner value creation.
- Design and refine go-to-market strategies by channel segment, including direct accounts, distribution, finance/TPO platforms, and builder/new homes pathways.
- Identify whitespace opportunities, channel gaps, and expansion priorities across the residential value chain, and translate them into actionable growth initiatives.
- Partner with internal stakeholders to shape channel-specific and bundled offerings across hardware, financing, and services where they support broader residential growth.
- Build strategic frameworks, operating guidelines, and business cases to support channel prioritization, partner development, pricing logic, and sales execution.
- Lead cross-functional projects with clear ownership, milestones, and KPIs to improve commercial scalability, channel productivity, and portfolio performance.
- Provide strategic insight on residential market trends, competitive dynamics, and channel evolution to support leadership decision-making and long-term business planning.
REQUIRED QUALIFICATIONS- Bachelor's degree in Business, Engineering, Economics, Marketing, or a related field.
- Minimum 10+ years of experience in channel strategy, commercial planning, business development, sales strategy, or related functions within residential solar, storage, TPO, or adjacent industries.
- Strong understanding of U.S. residential market structures, including installer networks, distribution models, financing/TPO platforms, and new homes channels.
- Proven experience leading complex, cross-functional initiatives and translating market insight into executable business strategy.
- Ability to build structured analyses, business cases, and strategic recommendations for senior leadership.
- Excellent communication, stakeholder management, analytical, and organizational skills.
PREFERRED QUALIFICATIONS - Advanced degree such as an MBA or other relevant graduate degree.
- Experience across multiple residential channel types such as direct installer, distributor, finance/TPO, dealer, and builder/new homes.
- Knowledge of residential product and commercial dynamics across PV modules, battery systems, financing structures, and integrated solution offerings.
- Strong understanding of key regional market dynamics, particularly in major residential solar states such as California, Texas, and Florida.
- Experience working with data-driven planning, performance tracking, and channel optimization tools.
PHYSICAL, MENTAL & ENVIRONMENTAL DEMANDS: To comply with the Rehabilitation Act of 1973 the essential physical, mental and environmental requirements for this job are listed below. These are requirements normally expected to perform regular job duties. Incumbents must be able to successfully perform all the functions of the job with or without reasonable accommodation.
Mobility Standing
20% of time
Sitting
70% of time
Walking
10% of time
Strength Pulling
up to 10 Pounds
Pushing
up to 10 Pounds
Carrying
up to 10 Pounds
Lifting
up to 10 Pounds
Dexterity (F = Frequently, O = Occasionally, N = Never) Typing
F
Handling
F
Reaching
F
Agility (F = Frequently, O = Occasionally, N = Never) Turning
F
Twisting
F
Bending
O
Crouching
O
Balancing
N
Climbing
N
Crawling
N
Kneeling
N
The salary range is required by the California Pay Transparency Act and may differ depending on the location of those candidates hired nationwide. Actual compensation is influenced by a wide array of factors including but not limited to, skill set, education, licenses and certifications, essential job duties and requirements, and the necessary experience relative to the job's minimum qualifications.
*This target salary range is for CA positions only and should not be interpreted as an offer of compensation.
