Alliance Channel Manager

Lantern • Toronto, ON

5d

About The Position

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.

Requirements

• 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.
• 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.

Nice To Haves

• 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.

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.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed