Channel Sales Manager

Summary

Join Lightspeed's growing Partnerships team as a Channel Sales Manager and develop strong relationships with prospective partners to drive revenue growth. Identify, develop, and grow strategic partnerships to attract new merchants. This role blends business development, partner enablement, and sales execution, ensuring partners have the resources to generate high-quality leads. You will lead commercial discussions, negotiate agreements, and oversee seamless onboarding. Collaborate with referral partners to maximize pipeline and revenue, and provide regular reporting to senior management. You will be responsible for meeting quotas and delivering defined ROI. Become a subject matter expert in the POS domain and maintain a strong understanding of industry trends.

Requirements

• Proven track record of achieving sales targets through strategic sales or partnerships
• Experience in outbound sales, partner management, or business development
• SaaS sales experience, with a strong understanding of the Retail industry
• Ability to develop comprehensive referral partner seller growth strategies
• Expertise in fostering urgency, confidently leading calls, and upholding the highest level of professionalism
• Exceptional communication skills across phone, Zoom meetings, and email, with strong negotiation, problem-solving, and relationship management abilities
• Strong technical proficiency with Salesforce, Mac OS, G Suite, Slack, and Microsoft Office
• You have the experience to train, motivate, and foster relationships with potential partners
• Self-sufficiency and initiative to drive areas of improvement
• Resourceful with a “will-do” attitude
• You bring energy and passion
• You thrive in a fast-moving environment and maintain a strong, positive attitude
• As a global company with employees and clients outside of Quebec, fluency in English as a working language is required for this position

Responsibilities

• Build strategic referral partnerships that drive new business to Lightspeed, ensuring alignment with our ideal customer profile and key target lists
• Develop, manage, and sustain a high-quality pipeline through proactive outbound prospecting, ensuring the successful execution of the assigned vertical’s strategy
• Lead commercial discussions, negotiate agreements, and oversee a seamless onboarding experience for new partners
• Deliver training, sales support, and marketing assistance to partners to enhance sales effectiveness and drive performance
• Design and implement incentive programs and promotions to motivate partners and boost lead-generation productivity
• Collaborate closely with our Strategic Sales team to generate high-quality leads, engage partners as needed, and ensure consistent pipeline follow-up
• Build strong relationships with internal stakeholders and advocate for partners within Lightspeed
• Provide monthly, quarterly, and yearly pipeline reporting and forecasts to senior management
• Meet quotas defined by leadership
• Responsible for delivering defined ROI, key learnings, reporting, and evaluation of partnership impact to drive market share growth, brand awareness, and sales
• Be a subject matter expert in the POS domain to understand how Lightspeed’s suite of products can be applied to all stages of our customers’ retail operations
• Maintain a strong understanding of industry trends, patterns, and events to stay ahead of market shifts
• Attend industry events, trade shows, and networking to strengthen partner relationships

Preferred Qualifications

Fluency in other languages is a plus

Benefits

• A flexible work environment that empowers you to do your best work
• A culture that celebrates performance
• The chance to make an impact in a team that’s big enough for career growth, but lean enough to make your voice heard
• Career-defining opportunities
• Flexible paid time off and remote work policies
• Equity options, because this is your company too
• Contributions to your pension plan
• Training opportunities to grow your skills and career
• Health and wellness credit so you feel your best
• Time off to volunteer and give back to your community
• Interest groups, employee led networks, social committees to sponsored sports teams
• Computer purchase program to get your personal Macbook
• Enhanced parental leave to support growing families