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About the Role

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

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.

Requirements

• Proven top performer with a demonstrated track record of generating pipeline, influencing revenue, and driving business growth through partner and ecosystem engagement and channel management.
• 7+ years in strategic partnerships, alliances, channel management, ecosystem sales, business development, or related roles.
• 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.
• Experience engaging enterprise customers and Microsoft-managed accounts.
• Established partner ecosystem relationships with the ability to create meaningful engagement, opportunity flow, and Co-Sell engagement.
• Strong understanding of partner-led growth motions, funding programs, incentives, Co-Sell motions, and investment structures.
• Ability to build credibility and influence partner stakeholders, customer leaders, and internal executives.
• Ability to partner effectively with sales, marketing, delivery, and executive teams to convert partner engagement into business outcomes.
• Highly proactive with the ability to operate independently and drive outcomes in a fast-paced, highly collaborative environment.

Skills

• Microsoft
• Databricks
• Co-Sell motions
• Channel management
• Ecosystem sales
• Business development
• Relationship-led selling
• Partner funding programs
• Partner incentives
• Partner investment mechanisms
• Pipeline tracking
• CRM
• Partner Center
• Enterprise sales
• Executive presence
• Cross-functional collaboration
• Self-starter mindset

Location

• United States
• Canada

Work Type

• Full-time

Experience Level

• 7+ years

About the Company

• Lantern's company culture is founded on trust, respect, inclusion, and belonging, fostering collaboration among inspired teams.
• The company prioritizes the well-being of colleagues, client success, and positive societal impact.
• Lantern embraces a growth mindset where curiosity thrives, celebrating excellence and valuing individuals who inspire and mentor others.
• The company's driving force is personal and business growth, going above and beyond to surprise and delight clients with tangible business value.
• Lantern makes tough choices and solves complex problems to positively influence clients, their customers, and the world.
• As a Microsoft services partner, Lantern holds itself to the highest standards of technical excellence, supporting and empowering employees.
• Lantern's culture mirrors its core values and unwavering dedication to realizing its purpose and vision, making it a dynamic and fulfilling workplace.