Senior Alliance Manager

About this role

The Role As a Senior Alliance Manager (all genders), you'll turn a large and mostly untapped network of referral partners into a measurable indirect revenue channel for Lucanet. You'll work remotely from Germany and own partner acquisition, reactivation and onboarding across our referral partner landscape. That landscape includes boutique advisory firms, tax and audit practices, management consultancies and software resellers who already work closely with CFOs.

Many of these partners have signed agreements, but nobody has been actively managing them so far. You'll change that. You'll join our Partner Sales team for DACH. You'll work closely with Direct Sales, who close the deals you qualify, and with Marketing, who count on you to open doors in markets where Lucanet is still growing its presence. You'll start with Germany and our core markets, and you'll have room to explore new countries as opportunities come up.

We look for people who keep growing, take real ownership, and lift the people around them. What you'll do Reactivate signed but inactive referral partners, prioritising by geography, industry fit and past activity. Qualify and onboard new referral partners so they become active from day one. Segment partners by needs and potential, and decide who stays a referral partner and who moves toward full partnership. Qualify partner referrals and hand them over to Direct Sales through one clear, trackable process.

Identify and approach leading consultancies in new markets when Marketing or Sales plans an expansion. Run enablement sessions and joint events, such as CFO roundtables, with partners in growth markets. Drive Salesforce data quality with RevOps, fixing how partner accounts are classified and who owns them. Track reactivation, referral volume and Closed-Won ARR, and report results to the Partner Sales leadership team for DACH.

What you bring to the table You have: Built or grown a partner, alliance or channel program in B2B SaaS, ideally starting from an inactive or unstructured base. Qualified partner-sourced opportunities and handed them to a direct sales team, with measurable pipeline results. Confident skills in Salesforce and AI tools, which you use to clean up partner data and prioritise outreach. Built trusted relationships with consultancies, advisory or audit firms, and managed stakeholders with different priorities.