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Role Description

We are seeking a Principal Consultant, Revenue Growth and Channel Strategy to lead senior-level client engagements focused on designing and evolving end-to-end revenue systems across both direct and indirect sales models. This role is ideal for someone with deep experience in channel sales environments who can pair strategic thinking with real-world change leadership. You will advise executive stakeholders on how to align customer journeys, partner motions, enablement, incentives, and operating models to improve retention, renewals, and long-term revenue performance. This is a senior, client-facing consulting role for someone who thrives in ambiguity, operates comfortably with executive stakeholders, and is trusted to shape direction, not just deliver analysis.

What You Will Do

• Revenue and Channel Strategy Leadership
  • Own and lead client engagements end-to-end, serving as the primary strategic advisor on revenue growth, retention, renewals, and channel performance.
  • Frame ambiguous growth, adoption, or renewal challenges into clear strategic narratives, operating models, and prioritized roadmaps.
  • Advise senior leaders on how direct sales, channel partners, and customer success teams should work together to drive sustainable revenue outcomes.
  • Lead executive-level conversations, working sessions, and decision forums across sales, marketing, customer success, and partner organizations.
• Channel Sales Enablement and Adoption
  • Design channel strategies that account for partner ecosystems, indirect sales motions, and distributed ownership.
  • Develop enablement approaches that help sellers and partners adopt new motions, messaging, and processes at scale.
  • Advise on incentive structures, governance models, and performance measurement that drive partner and seller adoption.
  • Help clients navigate the realities of influencing sellers and partners they do not directly manage.
• Customer Journey, Retention, and Renewals Strategy
  • Lead end-to-end customer lifecycle strategy across acquisition, onboarding, adoption, expansion, and renewal.
  • Design retention and renewal strategies tied to net revenue retention and long-term customer value.
  • Identify renewal risk, expansion opportunities, and lifecycle friction across direct and channel-led customer relationships.
  • Ensure acquisition and channel strategies align with retention economics and long-term revenue health.
• Change Management and Operating Model Design
  • Guide organizations through change across people, processes, and incentives, not just strategy.
  • Support clients in driving adoption across internal teams and external partners.
  • Align marketing, sales, customer success, and channel stakeholders around shared goals and operating rhythms.
  • Pressure-test recommendations against organizational readiness, cultural dynamics, and execution constraints.
• Business Development Contribution
  • Support business development through discovery conversations, strategic problem framing, and scope shaping.
  • Identify opportunities for follow-on, expansion, or renewal-related work that emerges naturally from strategy engagements.
  • This role does not carry a sales quota. Final pricing and contracting decisions are handled by firm leadership.

Qualifications

• Ten or more years of experience in B2B revenue, go-to-market, channel, or growth strategy roles.
• Experience operating within or advising organizations that sell through indirect channels such as partners, distributors, or resellers.
• Prior consulting or advisory experience, either within a firm or in a senior advisory capacity.
• Proven track record advising senior client stakeholders and leading complex, multi-stakeholder engagements.

Requirements

• Strong problem framing, structured thinking, and executive presence.
• Deep understanding of channel sales dynamics, enablement, and adoption challenges.
• Ability to lead change across organizations where influence matters more than authority.
• Comfort operating in ambiguous environments with high expectations and limited direction.
• Ability to connect strategy directly to commercial outcomes such as retention, renewals, and revenue growth.

Benefits

• This Role Is a Strong Fit If You:
• Have led strategy or transformation work in organizations with complex channel or partner ecosystems.
• Have enabled sellers or partners you did not directly manage and understand adoption as a success metric.
• Are comfortable advising executives on change, incentives, and operating models, not just strategy decks.
• Think about customer journeys, channels, and lifecycle strategy as parts of a single revenue system.
• Enjoy owning work from problem framing through recommendation and change guidance.
• Care deeply about commercial outcomes rather than activity metrics or tactical execution.