Basic Function
The Senior Partner Manager is responsible for building and sustaining strategic relationships with third-party vendors and integration partners that advance Lumin Digital’s product priorities. In this role, you will serve as the primary point of contact between external partners and internal stakeholders—including product management, sales, and leadership—to drive alignment and maximize the value of each partnership. You will lead contract negotiations, monitor performance metrics, and coordinate all aspects of the vendor lifecycle from onboarding through offboarding. Success in this position requires a collaborative, detail-oriented professional with a strong background in digital banking or FinTech and a passion for fostering long-term, mutually beneficial partnerships.
Essential Functions, Responsibilities, Experience:
Build and maintain long-lasting relationships with 3rd party vendors and integration partners to support Lumin Digital's strategic product priorities across all product lines.
Build and maintain relationships at the founder and executive level — not just account contacts, but the people driving innovation in fintech.
Conduct regular partner reviews, including performance check-ins, roadmap updates, and escalation management.
Evaluate new partnership opportunities, ask the right qualifying questions, and make the internal case for strategic fit.
Identify revenue opportunities within existing partnerships and contribute to growth planning and joint go-to-market strategy.
Train the sales team on how to win with partners and actively support open sales cycles involving partner channels.
Represent Lumin at industry tradeshows, partner events, and conferences, including standing in for leadership when needed.
Support co-development and joint marketing initiatives with partners and internal teams.
Act as an intermediary between vendors, product managers, and stakeholders across Growth, Product, Sales, Marketing, Legal, Billing, and Leadership.
Build and maintain partner enablement resources including reference guides, communication channels, and office hours for cross-functional teams.
Coordinate vendor management activities and processes to help onboard, manage, and offboard strategic partners, including maintaining all vendor-related documentation and participating in due diligence processes.
Negotiate vendor contract management activities for new contracts as well as renewals and amendments, including providing feedback on contract terms, pricing, and commercial strategies.
Provide oversight into individual partnership success metrics around overall revenue, incremental ARPU, ACV, TCV, SLAs, and product penetration.
Consistently document and communicate vendor and partnership program status to relevant stakeholders, including maintenance of partnership status, roadmaps, sales collateral, and billing information.
Perform other duties as assigned.
Physical Demands:
While performing the duties of this Job, the employee is regularly required to sit; use hands to type, handle, or feel and talk or hear.
Specific vision abilities required by this job include close vision.
Ability to occasionally lift/move up to 25 pounds.
Individuals with a disability who are otherwise able to perform the essential functions of the job may request reasonable accommodation through the Human Resources department.
Other physical activities may be required to support business operations.
Position Specifications
Education:
Bachelor’s degree in Business, Finance, Marketing, or a related field required.
Master’s degree (MBA or equivalent experience) preferred.
Experience:
At least 7 years of experience in partnerships, vendor management, business development, or a similar commercial role in a SaaS, FinTech, or enterprise technology company.
Demonstrated success managing partner ecosystems with accountability for contract negotiation, commercial performance, and long-term relationship management.
Proven experience collaborating cross-functionally with Legal, Sales, Product, Marketing, and Implementation teams.
Strong familiarity with digital banking, payments, or embedded financial services ecosystems is highly preferred.
Must have experience utilizing Hubspot, Slack, Jira and Zoom.
Knowledge, Skills, & Abilities:
Strong understanding of partner business models, including revenue-sharing, white-label solutions, embedded integrations, and co-selling.
Excellent communication, negotiation, and relationship management skills, with a proven ability to influence without authority.
Ability to navigate ambiguity, prioritize multiple initiatives, and manage stakeholders across time zones and business functions.
Strong analytical mindset with experience using KPIs and business metrics to inform decisions.
High degree of commercial acumen, with a deep understanding of SaaS economics, pricing structures, and vendor cost modeling.
Adept in using CRM, contract management, and productivity tools (e.g., Salesforce, Google Workspace, or similar).
Strong cross-functional collaboration skills — comfortable working alongside C-Suite and founder-level contacts as a peer.
Self-directed and autonomous — able to set priorities and stay productive without daily oversight or structured task lists.
Travel:
25-40% - Between 65 and 104 work days of travel per year for a full time employee