Senior ERP Channel Manager

Summary

Join Lightspeed as a Senior Strategic Channel Sales Manager – ERP to drive growth within our ERP partner ecosystem across North America. You will focus on identifying, developing, and scaling high-impact partnerships with ERP software vendors, their implementation partners, and VARs. This role requires a high-performing channel sales professional with deep experience in the ERP space. You will own and execute the go-to-market strategy for ERP partnerships, build and manage relationships with ERP software companies, and create a partnership strategy focused on revenue growth. You will also provide forecasting and reporting to senior leadership, lead commercial discussions, and collaborate cross-functionally with internal teams. The ideal candidate will have 7–10+ years of experience in strategic channel sales or partnerships with a focus on ERP or enterprise SaaS.

Requirements

• 7–10+ years of experience in strategic channel sales or partnerships with a focus on ERP or enterprise SaaS
• Deep understanding of ERP software ecosystems and the partner types that sell, implement, and influence them
• Proven ability to drive revenue through indirect sales models—, VARs, ISVs, and SIs
• Experience leading commercial and contractual negotiations with senior stakeholders
• Strong storytelling and presentation skills to communicate value at both executive and field levels
• A consultative, structured, and strategic approach to outbound development and partner expansion
• Ability to work cross-functionally and influence without authority
• Proficiency in Salesforce, partner relationship management tools, and reporting dashboards
• Grit, resilience, and the ability to thrive in a fast-paced environment where you’re building as you go
• As a global company with employees and clients outside of Quebec, fluency in English as a working language is required for this position

Responsibilities

• Own and execute our go-to-market strategy for ERP partnerships, focused on revenue generation, lead generation, through strategic alliances, reseller, and influencer models
• Build and manage relationships with ERP software companies (e.g., NetSuite, Microsoft Dynamics, Sage, Acumatica), their implementation partners, and VARs
• Create a partnership strategy focused on revenue growth while ensuring mutual value and long-term reciprocity for both Lightspeed and our partners
• Navigate multi-layered partner organizations, gaining trust and alignment with executives, customer facing teams, and technical stakeholders
• Provide detailed forecasting, pipeline reporting, and insights to senior leadership on partner performance, challenges, and opportunities
• Lead commercial discussions, negotiate partner agreements, and support co-branded GTM initiatives
• Collaborate cross-functionally with our internal; Strategic Sales, Product, Legal, Marketing, and Enablement to ensure partners are supported and delivering value
• Attend ERP conferences and industry events to maintain market visibility and deepen relationships

Preferred Qualifications

• Experience selling POS, E-Commerce, or retail technology solutions integrated into ERPs
• Existing network within an ERP ecosystem
• Experience with NetSuite, Microsoft Dynamics, Sage, Acumatica or similar systems

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. Your future matters
• 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