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Global Consulting Partners Lead

Luminance
New York, USA
Full-time
Lead · 3+ years experience
Onsite
Discovered 1 weeks ago

Full Job Posting

Requirements

  • 3+ years of partner management, alliances, or ecosystem experience in SaaS.
  • Experience managing Advisory Firms, Consultancies, Systems Integrators, or comparable strategic partners.
  • Track record of developing partner-sourced and partner-influenced pipeline with measurable commercial outcomes.
  • Strong executive relationship management, account planning, and cross-functional collaboration skills.
  • Experience with partner enablement, co-selling, joint solution development, and co-marketing.
  • Comfort operating globally across regions, time zones, and cultures.
  • Ability to travel up to 40%.
  • Legal technology, CLM, procurement technology, or enterprise AI experience is a plus.

Benefits

  • $129,500–$140,000 base salary, plus performance-based variable compensation for a total on-target earnings (OTE) range of $185,000–$200,000.
  • Comprehensive health insurance.
  • 401K with 4% matching contribution.
  • Enhanced maternity and paternity policies.
  • Learning and development budget.
  • Birthday leave.
  • 20 days PTO per year.

Preferred Qualifications

  • Legal technology, CLM, procurement technology, or enterprise AI experience is a plus.

Responsibilities

  • Partner Strategy & Activation
  • Own global execution across Advisory Firm, Consultancy, and Systems Integrator relationships, aligned to the broader Luminance partner strategy.
  • Build and manage a qualified partner portfolio based on market relevance, customer access, commercial potential, delivery capability, and strategic fit.
  • Create joint partner plans with target accounts, mutual value propositions, executive stakeholders, activation milestones, and measurable outcomes.
  • Sales
  • Generate qualified Partner-Sourced Pipeline through referrals, account mapping, introductions, and partner-led demand creation.
  • Influence active opportunities through Stakeholder Intelligence, Competitor Intelligence, Deal Risk Intelligence, and Co-Sell Support.
  • Coordinate executive partner engagement and ensure sourced and influenced activity is accurately attributed and documented in HubSpot.
  • Enablement
  • Own partner onboarding and enablement, including positioning, use cases, demo training, referral processes, objection handling, and partner-facing materials.
  • Enable Luminance Sales and cross-functional teams to identify when and how to activate consulting partners in the sales cycle and customer journey.
  • Solution
  • Develop differentiated joint use cases, service propositions, and delivery motions that create customer value and strengthen the partner route to market.
  • Coordinate with Product, Solutions, Customer Success, and Delivery so partner expertise and customer requirements inform scalable joint solutions.
  • Go-to-Market
  • Partner with Marketing and priority firms on webinars, events, thought leadership, case studies, campaigns, and joint narratives that create awareness and qualified demand.
  • Build repeatable partner-led GTM motions that extend Luminance’s reach into priority accounts, markets, and executive networks.
  • Reporting & Internal Alignment
  • Maintain clear reporting on sourced pipeline, influence, partner activation, enablement, joint solutions, GTM activity, risks, and outcomes.
  • Keep Sales, Marketing, Customer Success, Product, Solutions, RevOps, Legal, and Leadership aligned on partner plans, engagement models, and commercial impact.

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