Principal, Channel Strategy

Principal, Channel Strategy

We are looking for a highly analytical and strategic individual contributor to lead the design and evolution of our partner compensation strategy. This role is critical in ensuring our incentives drive the right partner behaviors, support business priorities, and remain competitive in the market.

You will operate as a subject matter expert, shaping compensation models end to end from strategy through execution, while working across sales, finance, operations, and program teams to deliver impact at scale.

• Own the design and evolution of partner compensation models across programs and routes to market
• Ensure incentives align to strategic priorities, drive the right behaviors, and deliver measurable ROI
• Balance growth, profitability, and partner experience in all compensation decisions
• Bring a forward-looking view on how programs should evolve as the business and ecosystem change

• Working closely with an analyst, build and manage financial models to evaluate compensation structures, scenarios, and trade-offs
• Assess performance of existing incentives and identify opportunities for optimization
• Translate complex data into clear recommendations and business decisions

• Partner closely with finance, sales, category, and operations teams to align on design and funding
• Work with program owners (e.g., Amplify) to embed compensation into broader partner strategy
• Act as a trusted advisor to leadership on compensation-related decisions and trade-offs

• Drive end-to-end execution of compensation changes, including rules, processes, and systems alignment
• Ensure clarity, consistency, and simplicity in how compensation is structured and communicated
• Identify risks and operational impacts early and drive mitigation

• Continuously benchmark against competitors and industry best practices
• Bring external perspective into program design to ensure competitiveness and differentiation
• Translate market insights into actionable program changes

• Identify opportunities to simplify program and compensation structures and reduce operational complexity
• Drive improvements in transparency and ease of understanding for partners
• Support automation and digital enablement of compensation processes

• Deep experience in partner compensation, incentives, pricing, or financial modeling
• Strong analytical skills with ability to build and interpret complex financial models
• Experience working in global, matrixed environments with multiple stakeholders
• Strong business acumen with understanding of channel dynamics and partner economics
• Ability to operate independently, influence without authority, and drive decisions
• Excellent communication skills, with ability to translate complexity into clear insights
• Experience with large-scale program execution or transformations preferred

• Four Year or Graduate in Business Administration, Finance, Economics, or any other related discipline or commensurate work experience or demonstrated competence.
• Typically has 10+ years of work experience, preferably in strategic management, strategic planning and implementation, consulting, market research, or a related field.

• HP Category financial knowledge
• HP Channel and HP Amplify understanding
• Strong understanding of partner economics
• Awareness of partner program trends and best practices
• Analytics
• Executive presentation skills
• HP financial category

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