Business Development Manager at Lightbend
San Francisco, CA, US

In order to capitalize on the incredible opportunity afforded by Lightbend’s technologies, it is essential that Lightbend build a thriving ecosystem of partners and alliances.  This means that recruiting, developing, training, successfully managing and supporting joint activity in the field with our partners and alliances are critical success factors for our business.  There are many types of partners that Lightbend needs to work with, including: 

Global Systems Integrators (GSI’s)

Regional Systems Integrators


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) and 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 and pre-sales teams

Developing joint value propositions and educating Lightbend teams on partner skills, capabilities and opportunities

Onboarding and enabling partners with the skills to be able to refer and/or resell and/or effectively deliver Lightbend products

Managing partner deal registration and bi-directional lead flow 

Identifying and 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 and packaging assets from the Product, Marketing, Services and Sales teams for partner consumption 

Maintaining an up to date set of metrics and KPI’s on partner capabilities, suggesting the appropriate partners to assist in servicing particular opportunities 

Desired Skills and Experience

Experience building and managing partner relationships

Experience working in the channel 

Experience in consultative and services businesses, particularly GSI’s

Start-up company experience

Experience with professional open source

Passion for what you’re doing and the ability to ignite people around you

Ability to thrive in a fast-growing environment

What We Offer

Lightbend is a welcoming, transparent, and 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 and engaging work. This combination has attracted and retained some of the brightest minds in our technology communities.