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Lightbend // reactive application development platform
Sales, Full Time    New York City    Posted: Monday, March 16, 2020
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In order to capitalize on the incredible opportunity afforded by Lightbends technologies, it is essential that Lightbend build a thriving ecosystem of partners & alliances.  This means that recruiting, developing, training, successfully managing & supporting joint activity in the field with our partners & alliances are critical success factors for our business.  There are many types of partners that Lightbend needs to work with, including:

  • Global Systems Integrators (GSIs)
  • Regional Systems Integrators
  • OEMs
  • Strategic alliances
  • Consulting firms
  • Training partners
  • Technology partners
  • Independent Software Vendors


The Business Development Manager will have primary responsibility for managing the partner ecosystem within their region (e.g. North America East, North America West) & recruiting new partners as appropriate.  Ultimately success is tied to revenue either driven directly through the partner (e.g. OEM) or associated with the partner (e.g. consulting firms). Candidates are preferably located in San Francisco, New York, Seattle or Atlanta. Other U.S. locations may be considered. Specific responsibilities will include:

  • Driving joint partner deals in conjunction with Lightbend sales & pre-sales teams
  • Developing joint value propositions & educating Lightbend teams on partner skills, capabilities & opportunities
  • Onboarding & enabling partners with the skills to be able to refer and/or resell and/or effectively deliver Lightbend products
  • Managing partner deal registration & bi-directional lead flow 
  • Identifying & recruiting appropriate partners that make sense to include in the Lightbend ecosystem, growing the Lightbend partner community with partner organizations committed to expertise in the platform
  • Proactively seeking out & packaging assets from the Product, Marketing, Services & Sales teams for partner consumption 
  • Maintaining an up to date set of metrics & KPIs on partner capabilities, suggesting the appropriate partners to assist in servicing particular opportunities 

Desired Skills & Experience

  • Experience building & managing partner relationships
  • Experience working in the channel 
  • Experience in consultative & services businesses, particularly GSIs
  • Start-up company experience
  • Experience with professional open source
  • Passion for what youre doing & the ability to ignite people around you
  • Ability to thrive in a fast-growing environment

What We Offer

Lightbend is a welcoming, transparent, & highly distributed company dedicated to creating high-performance systems that bring success to all who use them.  With a strong focus on work-life balance, our company offers a fast-paced, collaborative environment mixed with challenging & engaging work. This combination has attracted & retained some of the brightest minds in our technology communities. 

Lightbend is an Equal Opportunity Employer.

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