Lead Specialist, Channel Sales

Pearson•United States,

3d•$150,000 - $190,000

About The Position

This role aligns to industry titles such as Director of Partner Strategy, Planning & Programs. Partner Strategy & Program Lead. Join a high-impact role at the centre of our partner-led growth strategy, where you’ll shape how we scale through our ecosystem and deliver measurable commercial outcomes. We’re looking for a strategic and execution-focused leader to define and operationalise our partner growth strategy. Sitting at the heart of our partner ecosystem, you’ll bridge long-term vision with day-to-day execution—ensuring our partners are aligned, activated, and driving revenue. Reporting to the Head of Partner Operations & Strategy, you’ll lead a team responsible for both where we play (strategy and planning) and how we win (programs and lifecycle execution).

Requirements

Strong experience in partner strategy, revenue operations, channel programmes, or go-to-market strategy
Proven success building and scaling partner ecosystems and programmes
Experience leading and developing high-performing, cross-functional teams
Strong strategic planning, segmentation, and financial modelling capability
Deep understanding of partner lifecycle and channel business models
Strategic thinking with strong execution focus
Ability to build and scale programmes and frameworks
Data-driven decision making
Strong influencing and stakeholder management skills
Commercial and financial acumen
Clear and confident communication style

Nice To Haves

Background in SaaS or high-growth technology environments
Experience in consulting, corporate strategy, or planning roles
Experience designing global partner programmes and tiering structures
Familiarity with ecosystem-led growth models

Responsibilities

Define and evolve the global partner strategy aligned to business growth objectives
Segment the partner ecosystem (channel, SI, technology, OEM) and clarify roles across each
Identify priority markets, industries, and partners for expansion
Partner with Product and Corporate Strategy on build, buy, or partner decisions
Lead annual and multi-year partner planning cycles
Design coverage models, territory alignment, and capacity planning
Identify whitespace opportunities and optimise partner deployment globally
Align partner strategy with Sales, Marketing, and Finance planning
Own the global partner program framework, including tiering, benefits, and requirements
Build scalable, performance-driven program structures
Ensure programs drive partner activation, productivity, and growth
Continuously evolve programmes based on insight and performance
Define and optimise the full partner lifecycle (recruit → onboard → activate → grow → retain)
Enhance onboarding, activation, and engagement through structured programmes
Deliver a consistent, high-quality global partner experience
Use partner feedback to improve lifecycle and programme design
Define the approach to partner investments (e.g. MDF, co-marketing)
Ensure benefits are aligned to performance and outcomes
Track and optimise ROI on partner investments
Prioritise high-performing partners and markets
Work closely with Sales, Marketing, Product, Finance, and Partner Enablement
Ensure alignment between partner strategy and go-to-market priorities
Collaborate with systems, incentives, and analytics teams
Provide strategic insight and recommendations to leadership
Define and track KPIs across strategy, programmes, and lifecycle
Use data to continuously refine approach and improve effectiveness
Drive measurable improvements in partner activation, productivity, and retention
Lead and develop a high-performing team across strategy, planning, programmes, and lifecycle
Establish clear ownership, operating rhythms, and accountability
Foster a culture of strategic thinking, operational excellence, and continuous improvement