Strategic Alliances Manager

Company Overview:

Lightspeed is a leading provider of cloud-based software for dealerships and Original Equipment Manufacturers (OEMs), serving the Powersport, Marine, RV, Trailer, Outdoor Power Equipment, and Golf Cart industries. Lightspeed’s Dealer Management Solution (DMS) enables dealerships to optimize their end-to-end business operations, including sales, parts, service, rentals, accounting, and Customer Relationship Management (CRM). When implemented into their daily operations, Lightspeed helps dealers increase their profitability by selling more units, service, and parts, all while creating a more streamlined experience for customers. For nearly 40 years, Lightspeed has been empowering 4,500+ dealers across North America with the tools and technology they need to manage their dealerships.

The Strategic Alliances Manager is responsible for managing and expanding a portfolio of integrated third‑party partners that work with Lightspeed, with a specific focus on driving growth through strategic alliances, adjacent applications, and value-added solutions that benefit the dealerships we serve. This role owns both relationship and commercial outcomes: maintaining and optimizing existing partners, identifying and onboarding new partners, and delivering sustained partner revenue growth in this segment. The position reports to the Vice President and works closely with Product, Sales, Marketing, and others to achieve exceptional outcomes.

 What you'll do:

• 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.

What you should have:

• 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.

Inclusion and Diversity at Lightspeed:

At Lightspeed, we celebrate the uniqueness of every individual and encourage diverse perspectives. We believe that inclusion drives innovation and fosters meaningful connections. We are committed to building an environment where everyone feels valued and empowered to make an impact.

Equal Employment Opportunity Statement:

Lightspeed is an Equal Opportunity Employer and is dedicated to building a diverse and inclusive workforce. All qualified applicants will be considered for employment without regard to race, color, creed, ancestry, national origin, gender, sexual orientation, gender identity, gender expression, marital status, religion, age, disability, veteran status, or any other protected category.

Important Note:

Applicants must be authorized to work in the U.S.

Ready to apply?

Take the next step in your career—apply today and join a team where your skills will make an impact!