Lightspeed DMS

Strategic Alliances Manager

Lightspeed DMS

full-time

Posted on:

Location Type: Remote

Location: United States

Visit company website

Explore more

✨ AI Apply
Apply

Salary

💰 $85,000 - $125,000 per year

About the role

  • 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
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
strategic partnershipsbusiness developmentchannel managementportfolio managementrevenue share agreementsreferral agreementsperformance trackingKPI establishmentfinancial workflowsgo to market plans
Soft Skills
relationship buildinginfluencecross functional project managementanalytical skillscommercial acumencommunicationnegotiationteam collaborationproblem solvingadaptability