Principal Consultant, Revenue and Channel Strategy

Location

Remote, U.S.

-based preferred. Occasional client travel may be required.

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.

• 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

• 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

• 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

• 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

• 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

• 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

• 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…