Lead Specialist, Channel Sales
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AI Summary
This role aligns to industry titles such as - Director of Partner Incentives, Governance & Performance
The Role
We’re looking for a highly strategic and analytically driven leader to own the financial, operational, and performance engine behind our partner ecosystem.
This is a mission-critical role responsible for ensuring partner behaviour is aligned to business goals, performance is measurable, and growth is both predictable and scalable.
Reporting to the Head of Partner Operations & Strategy, you’ll lead a team focused on incentives, governance, compliance, and analytics—driving the structure and discipline that underpins partner success.
What You’ll Be Doing
Partner Incentives Strategy
Own the global partner incentive framework, including rebates, SPIFFs, performance bonuses, and MDF
Design models that align partner behaviour with revenue growth, margin improvement, and strategic priorities
Continuously refine incentives based on performance, ROI, and market dynamics
Partner with Finance to ensure scalability and financial integrity
Governance & Channel Policy
Define and enforce global governance frameworks, including deal registration, pricing protections, and engagement rules
Manage channel conflict across direct and partner-led sales motions
Ensure compliance with agreements, certifications, and programme requirements
Build scalable processes that balance control with ease of execution
Partner Performance Management
Define and manage global partner performance frameworks and KPIs
Track and evaluate partner activity, productivity, and revenue contribution
Develop insights into partner health and long-term value
Drive continuous improvements through data-driven decision making
Forecasting & Revenue Insights
Own partner forecasting methodologies and pipeline visibility
Deliver accurate forecasts in partnership with Revenue Operations
Identify risks and growth opportunities across partner pipeline
Provide clear, executive-level insights on performance and trends
Analytics & Business Intelligence
Oversee dashboards, reporting, and analytics infrastructure
Ensure leadership has real-time visibility into performance and ROI
Drive predictive insights on partner outcomes and revenue
Standardise reporting across regions and partner segments
Data Governance & Integrity
Establish data standards and governance across partner systems
Ensure clean, consistent, and reliable data flows
Maintain integrity of attribution models and reporting
Support accurate financial and performance visibility
Cross-Functional Collaboration
Partner closely with Sales, Finance, Marketing, Legal, and Operations
Align incentives with sales compensation and go-to-market priorities
Support investment decisions through financial and ROI analysis
Deliver insights to leadership and contribute to Board-level reporting
Leadership
Lead and develop a high-performing team across incentives, governance, compliance, and analytics
Establish clear ownership, accountability, and operating rhythms
Build a culture of analytical rigour, precision, and continuous improvement
About You
Strong experience in revenue operations, partner operations, channel strategy, or financial planning
Proven success designing partner incentives and governance frameworks
Deep understanding of partner/channel business models and economics
Strong financial modelling and analytical capability
Experience leading high-performing analytical or operational teams
Experience working with CRM systems and business intelligence tools
Nice to have
Background in SaaS or high-growth technology environments
Experience in finance, strategy, consulting, or revenue operations
Experience building partner incentive programmes at scale
Familiarity with ecosystem-led growth and co-sell models
What You’ll Bring
Strong financial and analytical thinking
Structured, systems-oriented approach
Strategic decision-making capability
Deep understanding of partner and channel economics
Ability to influence senior stakeholders
Data-driven leadership mindset
What Success Looks Like
Accurate and reliable partner revenue forecasting
Strong ROI from incentives and investment programmes
Reduction in channel conflict and governance issues
Improved partner productivity and activation
High-quality, consistent data across systems
Confidence in partner performance reporting at leadership level
Why Join
This role is the control centre of the partner ecosystem. You’ll shape how performance is measured, how partners are incentivised, and how growth is scaled—ensuring the business can grow through partners with confidence, clarity, and control.
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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