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Alliance Channel Manager

Dallas, TX, Toronto, Ontario

At Lantern, our company culture stands as the bedrock of our success and a source of pride for our teams. We firmly believe that a culture founded on trust forms the basis for enduring relationships with clients, colleagues, and partners.

Within this culture, we nurture an environment of respect, inclusion, and belonging, fostering collaboration among inspired teams. We prioritize the well-being of our colleagues, the success of our clients, and our positive impact on society.

Embracing a growth mindset where curiosity thrives, we celebrate excellence and value individuals who inspire and mentor others, elevating the collective. Our driving force lies in personal and business growth. We go above and beyond to surprise and delight our clients, delivering tangible business value. In facing challenges, we make tough choices and solve complex problems to positively influence our clients, their customers, and the world at large.

As a Microsoft services partner, we hold ourselves to the highest standards of technical excellence. This commitment to quality is evident not only in our work but also in how we support and empower our employees. At Lantern, our culture mirrors our core values and unwavering dedication to realizing our purpose and vision, making it a dynamic and fulfilling workplace. Together, we transcend the ordinary and achieve extraordinary results.

Lantern is seeking an Alliances Channel Manager to help accelerate growth through our strategic partnerships with Microsoft and Databricks across the United States and Canada. This is a high-impact, relationship-driven role responsible for developing partner ecosystem engagement, building Co-Sell motions, creating opportunity flow, and converting strategic partner relationships into measurable business outcomes. 

The Alliances Channel Manager will serve as an extension of Lantern's alliance function, working closely with sales, marketing, delivery and executive leadership to strengthen partner relationships, drive growth opportunities, activate incentive programs, and scale repeatable go-to-market motions across Lantern's Data & AI, AI Apps & Agents, and Agentic Engineering service lines. 

The ideal candidate brings an established Microsoft and Databricks network, with Databricks ecosystem experience considered a strong plus, along with a proven track record of generating pipeline through relationship-led selling, ecosystem knowledge, and the ability to operate independently in a performance-driven environment. 

This role reports to the Lantern Alliance Management Lead. 

Position Responsibilities

  • Develop and expand trusted relationships with alliance AEs, Specialists, and Partner teams across priority accounts, industries, and geographies throughout the United States and Canada to drive opportunity creation across Lantern's service lines. 
  • Generate and influence partner-sourced pipeline by activating Co-Sell motions, customer introductions, strategic account alignment, and partner-led growth initiatives.
  • Build repeatable Co-Sell and partner engagement motions that increase Lantern's visibility, credibility, and growth within strategic partner ecosystems. 
  • Leverage partner funding programs, incentives, and investment mechanisms to accelerate opportunity creation while enabling internal teams on available programs and partner engagement strategies. 
  • Maintain disciplined pipeline tracking and referral visibility in Partner Center and CRM to support accountability and performance insights. 

Skills, Knowledge and Expertise

  • Proven top performer: Demonstrated track record of generating pipeline, influencing revenue, and driving business growth through partner and ecosystem engagement and channel management.
  • Partner ecosystem experience: 7+ years in strategic partnerships, alliances, channel management, ecosystem sales, business development, or related roles. 
  • Preferred background: Experience working within Microsoft, Microsoft Global Partner Solutions (GPS), Databricks, GitHub, or a high-performing technology partner organization is strongly preferred. Direct Databricks experience is valuable, but not required. 
  • Enterprise sales experience: Experience engaging enterprise customers and Microsoft-managed accounts. 
  • Relationship network: Established partner ecosystem relationships with the ability to create meaningful engagement, opportunity flow, and Co-Sell engagement. 
  • Partner ecosystem fluency: Strong understanding of partner-led growth motions, funding programs, incentives, Co-Sell motions, and investment structures. 
  • Executive presence and influence: Ability to build credibility and influence partner stakeholders, customer leaders, and internal executives. 
  • Cross-functional collaboration: Ability to partner effectively with sales, marketing, delivery, and executive teams to convert partner engagement into business outcomes. 
  • Self-starter mindset: Highly proactive with the ability to operate independently and drive outcomes in a fast-paced, highly collaborative environment. 

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