Lead Specialist, Channel Sales

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.

• 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

• 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

• 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

• 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

• 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

• 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

• 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

• 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

• 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

• 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

• 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

• 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…