Sales Planning Analyst - Channel Strategy; Lead

Sales Planning Analyst - Channel Strategy (Lead)

Sales Planning Analyst - Channel Strategy Lead plays a critical role in enabling and scaling our global channel business.

Partner closely with Channel Sales Leadership, Sales Compensation, and regional stakeholders across the US, EMEA, and APAC to design, analyze, and optimize channel programs, quotas, territories, and incentives. This lead-level role requires strong analytical capability, influence skill, and the ability to translate channel strategy into execution, driving measurable business results.

• Serve as a primary planning and analytics partner to Channel Sales Leadership, supporting the design, execution, and optimization of global channel programs.
• Analyze channel performance, pipeline health, revenue contribution, partner productivity, and market trends to provide insights that inform strategic decisions.
• Support the establishment, expansion, and ongoing optimization of channel models, including partner segmentation, coverage, and incentives.
• Act as a trusted advisor to channel leaders, providing recommendations grounded in data, best practices, and real‑world channel experience.
• In partnership with Sales Compensation, lead channel-focused components of annual sales compensation planning and design.
• Partner with leadership to develop channel targets, quotas, and pipeline expectations aligned to company growth goals.
• Lead efforts to design and cascade channel quotas and coverage models, advising on territory and partner design based on performance and market dynamics.
• Evaluate the effectiveness of channel incentive programs and recommend adjustments to drive desired behaviors and results.
• Develop and maintain reporting and analytics that provide visibility into channel performance (e.g., pipeline growth, revenue impact, NDR, partner effectiveness).
• Transform data into clear, compelling insights and recommendations for senior leadership.
• Track success of channel initiatives and programs, measuring business impact and ROI.
• Operate as a thought leader in channel planning and analytics, contributing best practices and external market insights.
• Influence without authority by partnering cross‑functionally with Sales, Operations, Compensation, Finance, and HR.
• Mentor and support other team members; provide feedback to leadership on team capabilities and development needs.
• Contribute to the overall growth, quality, and maturity of the Sales Planning function.

• Bachelor’s degree or equivalent practical experience.
• 7–10 years of experience in Sales Planning, Sales Operations, or Sales Compensation, with significant experience supporting a channel business.
• Proven experience working with B2B SaaS channel models (VARs, partners, distributors, alliances, etc.).
• Strong understanding of:
  • Channel economics and incentives
  • Sales compensation and planning frameworks
  • Quota and territory design
• Demonstrated ability to partner with senior sales and channel leaders.
• Strong analytical, problem‑solving, and data interpretation skills.
• Excellent communication and presentation skills, with the ability to tell clear, outcome‑driven stories.
• Ability to manage complex, cross‑functional initiatives with minimal oversight.
• Comfortable operating in a fast‑paced, global environment.
• Experience supporting global channel organizations across multiple regions.
• Demonstrated success designing or evolving channel programs that drove measurable revenue or pipeline growth.
• Track record of influencing leadership and driving change through insight and execution.

Hyland Colombia - CLT Indefinite-term contract