Lead Specialist, Channel Sales
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AI Summary
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.
The Role
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).
What You’ll Be Doing
Partner Strategy & Ecosystem Design
- 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
Partner Program Design
- 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
Partner Lifecycle & Experience
- 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
Investment & MDF Strategy
- 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
Cross-Functional Collaboration
- 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
Performance & Optimisation
- 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
Leadership
- 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
About You
- 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
Nice to have
- 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
What You'll Bring
- 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
What Success Looks Like
- Growth in partner-sourced and influenced revenue
- Improved partner activation, onboarding, and retention
- Increased adoption and effectiveness of partner programmes
- Strong ROI from partner investments
- Expanded market coverage and partner performance
- Clear alignment between partner strategy and business growth
Why Join
This is a key role connecting strategy with execution across the partner ecosystem. You’ll play a critical part in shaping how we scale through partners—ensuring our approach is aligned, optimised, and driving predictable growth.
Compensation at Pearson is influenced by a wide array of factors including but not limited to skill set, level of experience, and specific location. As required by the California, Colorado, Hawaii, Illinois, Maryland, Minnesota, New Jersey, New York State, New York City, Vermont, Washington State, and Washington DC laws, the pay range for this position is as follows:
The minimum full-time salary range is between $150-190,000.
This position is eligible to participate in an annual incentive program, and information on benefits offered is here.
How to Apply:
Interested candidates are invited to submit their resume and a cover letter outlining their qualifications and experience to https://pearson.jobs/
Pearson is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
Application Deadline:
Applications will be accepted through Jun 28th , 2026. This window may be extended depending on business needs.
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