Director, Residential Channel Strategy
Qcells North America, San Francisco, CA, United States
Director, Residential Channel Strategy
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, focusing 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
ew 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
ew 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.
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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, focusing 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
ew 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
ew 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.
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