Manager - Partnership

Job overview:

We are seeking an experienced Manager — Partnerships to join our team. The ideal candidate will be responsible for driving new business, expanding strategic partnerships, and managing/ growing existing accounts with a focus on IP, technology, R&D-led enterprises, law firms, and corporate legal/technology functions. 

• Identify, research, and reach out to prospective clients through outbound channels such as email campaigns, LinkedIn, and cold calls.
• Own end-to-end partnership management including referral lead generation and deal delivery for strategic accounts (prospecting → proposal → negotiation → closure). 
• Develop and execute partnership strategies (technology partners, law firms, PE/VC, product companies and expert networks) to expand Lumenci services' reach and create co-selling opportunities.
• Manage an active book of accounts: drive renewals, upsells, cross-sell services (valuation, monetization, litigation support, reverse engineering, licensing).
• Build compelling commercial propositions and partner playbooks (commercial models, SLAs, success metrics).
• Coordinate cross-functional delivery teams (sales, solutions, legal, product) to ensure contractual and operational readiness.
• Represent the firm externally: industry events, webinars, thought leadership, and partner briefings to build credibility and pipeline.
• Maintain CRM hygiene and pipeline reporting; forecast quarterly revenue contributions and partnership KPIs.

Expected Competencies and Skills

• Proven ability to generate leads, qualify pipeline, and convert opportunities while simultaneously managing and expanding existing relationships.
• Comfortable structuring partner commercial models, pricing/ negotiation, and managing contract handoffs.
• Strong ability to influence senior stakeholders (C-level and partner executives) and work across matrixed teams.
• Experience with consultative solution-selling, mapping client problems to services and building business cases.
• Excellent written and verbal communication; ability to create persuasive proposals, decks and co-branded content.
• Comfortable with CRM tools (Salesforce/HubSpot), pipeline metrics, and forecasting; data-driven decision-making.
• Entrepreneurial mindset, high ownership, and cross-team collaboration orientation.
• Willingness to travel domestically and internationally for client meetings and industry events.

Education and Experience

• Bachelor's degree in business, Engineering, Science, Law, or related field. MBA or equivalent is preferred.
• 5–8 years of experience in partnerships, alliances, business development or key account management — ideally within consulting, professional services (IP/legal tech), technology services, or R&D/innovation environments. Prior exposure to IP/law-firm ecosystems or technology consulting is a strong advantage.
• Demonstrable track record of sourcing and closing B2B partnerships and managing strategic accounts with measurable revenue contribution. 

An ideal candidate would share our way of working

• Solve for the Customer: Lumenci is a customer-first company, with the focus to create a long-term relationship with our clients. Customers here include internal employees and candidates who are part of the recruitment process.
• Quality, Ownership and Accountability: We are passionate about results and take full ownership of our work. We are performance oriented and have a drive for excellence.
• Collaboration: We encourage collaboration over competition, work in small teams and believe that teams do better than individuals.
• Growth Mindset: We are adaptable to changing requirements and needs of a dynamic high growth company. We encourage each other to take diverse initiatives and develop new competencies.

About Lumenci:

Lumenci is the technology industry's most strategic legal assets monetization partner. We work with the world's top technology companies, law firms, inventors, deep tech start-ups, and specialty funds to find the value in their inventions and legal assets and help them pursue—and defend—that value throughout the monetization lifecycle.  We work with a wide variety of technologies including hardware and software, telecom, networking, and semiconductor technologies. Lumenci combines technology domain expertise with strategic industry connections to guide towards the best route to ROI. From ideation to monetization -- we illuminate the way.

Location: Gurugram (Hybrid Model)

Work Hours:  2 PM to 11 PM IST