Job description
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We’re looking for a seasoned and strategic Channel Sales Leader to drive growth within our ERP partner ecosystem across North America. As Senior Strategic Channel Sales Manager – ERP, you’ll focus exclusively on identifying, developing, and scaling high-impact partnerships with ERP software vendors, their implementation partners, and VARs.
Lightspeed is a global POS and commerce platform that integrates with leading ERPs across multiple verticals. This role is ideal for a high-performing channel sales professional with deep experience in the ERP space—someone who understands how to sell with and through these complex ecosystems to influence buying decisions and drive results.
What you’ll be doing:
- 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.
What you need to bring:
- 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.
Nice to haves:
- 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.
We know that people are more than what’s on their CV. If you’re unsure that you have the right profile for the role… hit the ‘Apply’ button and give it a try!
Be a changemaker
You’ll enjoy:
- 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
Plus benefits designed to keep you happy, healthy and fulfilled.
- 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
Fuel your growth. Find your people.
At Lightspeed, your growth is our priority. We invest in you with continuous learning opportunities, global mobility and benefits designed to support you—all within a driven, diverse and inclusive team that’s passionate about empowering our communities
To all recruitment agencies: Lightspeed does not accept unsolicited agency resumes. If we have not directly engaged your company in writing to supply candidates for a specific vacancy, Lightspeed will not be responsible for any fees related to unsolicited resumes.
Lightspeed is a proud equal opportunity employer and we are committed to creating an inclusive and barrier-free workplace. Lightspeed welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.
Where to from here?
Obviously, this has to be mutually beneficial: we want you to step into a role you love, and we want to offer you a place you’re proud to come to every day. For a glimpse into our world check out our career page here.
Lightspeed is building communities through commerce, and we need people from all backgrounds and lived experiences to do that. We were founded in 2005, in Montreal’s gay village and our original members were all part of the LGBTQ+ community. The ethos of our business has been about inclusion from the very beginning, and we strive to provide a workplace where everyone belongs.
Who we are:
Powering the businesses that are the backbone of the global economy, Lightspeed’s one-stop commerce platform helps merchants innovate to simplify, scale, and provide exceptional customer experiences. Our cloud commerce solution transforms and unifies online and physical operations, multichannel sales, expansion to new locations, global payments, financial solutions, and connection to supplier networks.
Founded in Montréal, Canada in 2005, Lightspeed is dual-listed on the New York Stock Exchange (NYSE: LSPD) and Toronto Stock Exchange (TSX: LSPD). With teams across North America, Europe, and Asia Pacific, the company serves retail, hospitality, and golf businesses in over 100 countries.
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