Strategic Alliances Manager
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Job Description
Strategic Alliances Manager at Lightspeed managing third-party partners to drive revenue growth and optimize business workflows. Collaborating across teams for strategic partner integration and success.
Responsibilities:
- Identify and evaluate partner opportunities that complement Lightspeed and support payments, commerce, or dealership financial workflows.
- Own day-to-day management of a portfolio of existing integrated partners, ensuring strong engagement, performance, and alignment with Lightspeed’s growth strategy.
- Lead the sourcing, evaluation, and onboarding of new partners, including business case development and cross functional alignment.
- Evaluate existing portfolio of alliance partners and define strategic programs to retire, replace, or grow.
- Negotiate and refine commercial terms, including revenue share, referral structures, and incentives that support overall partner revenue growth.
- Develop and execute joint go to market plans with partners (positioning, packaging, enablement, and promotions) to increase adoption among dealers.
- Partner with cross-functional teams to prioritize and coordinate integrations that enhance the payments experience and dealer value.
- Collaborate with executive leadership, Sales, Account Management, Revenue Operations, and Customer Success to drive partner attach rates, upsell opportunities, and expansion within the dealer base.
- Own revenue and growth targets for this partner segment; monitor performance, forecast results, and recommend actions to hit or exceed goals.
- Establish and report on key KPIs for the partner portfolio, including active partners, dealer adoption, partner revenue, churn, and contribution to overall payments revenue.
- Stay current on ecosystem trends, competitive offerings, and dealer needs to continuously refine the partner strategy and pipeline.
Requirements:
- 5-10+ years of experience in strategic partnerships, business development, or channel management in SaaS or fintech/payments.
- Experience managing a portfolio of technology or integration partners, ideally within dealership, automotive, powersports, marine, RV, or adjacent verticals.
- Demonstrated success driving partner sourced or partner influenced revenue, with comfort owning numeric targets.
- Strong commercial acumen, including the ability to structure and model revenue share and referral agreements.
- Excellent relationship building skills, with the ability to influence external partners and internal stakeholders at multiple levels.
- Proven ability to manage cross functional projects with Product, Engineering, Sales, and Marketing.
- Strong analytical skills and familiarity with tracking performance through dashboards, pipelines, and revenue reports.
- Willingness to travel to partner sites, industry events, and dealer conferences as needed.
Benefits:
- Health insurance
- Inclusion and diversity programs
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