Director, Tech Partner Sales

This is a remote role within a global team that utilizes cutting-edge technology to stay connected with colleagues worldwide. Occasional travel to a local office may be required for in-person collaboration with your team, as well as for company events, team building activities, or strategic meetings. 

Being a Director, Tech Partner Sales at iManage Means… 

iManage is the system of record for the world’s most complex legal and professional services organizations. More than 80% of the AmLaw 200 run on iManage. That is not a footnote. It is the foundation of one of the most powerful distribution opportunities in enterprise legal technology and the partner ecosystem is how we unlock it. 

The partners who win in this ecosystem are the ones who extend the value of the iManage platform in ways that create real outcomes for shared customers. As Director, Partner Sales, your job is to build that ecosystem: get technology partners building on iManage, sign the commercial agreements that productize those integrations for distribution, and support those partners to market so that the innovation they bring puts the customer at the center of everything. That is the flywheel that drives long-term growth for the partner, for iManage, and most importantly for the customers who depend on both. You are responsible for turning it. 

You will lead a team of Partner Account Managers, govern executive relationships with iManage’s most strategic technology partners, and build the go-to-market engine that turns integrations into durable, recurring royalty revenue. We are not looking for someone to maintain what exists. We are looking for someone to build what comes next. 

Target Outcomes… 

• Deliver ecosystem royalty revenue growth and team forecast accuracy that compounds quarter over quarter 
• Grow a diversified portfolio of technology partners building natively on the iManage platform 
• Drive signed commercial agreements that productize partner integrations for marketplace and direct distribution 
• Activate partners to market with joint GTM programs that produce measurable customer adoption and royalty revenue 
• Scale internal field alignment so that iManage’s own sales organization actively sources and co-sells with partners 

iM Responsible For… 

• Recruit and sign technology partners: Identify, engage, and close technology partners with a compelling reason to build on iManage. Structure commercial agreements, negotiate terms, and execute contracts that productize integrations for distribution. You have closed deals like this before and you know what good looks like from both sides of the table. 
• Take partners to market: Design and activate joint go-to-market plans, co-marketing campaigns, and enablement programs that drive partner activation and customer adoption. A signed agreement that does not produce live integrations and royalty revenue is not a win. You hold partners accountable to outcomes, not milestones. 
• Own the team forecast: Set the standard for how your PAMs manage their territories, track royalty revenue contribution across the portfolio, and ensure the team can defend its number at every stage of the quarter. Your team’s forecast is your forecast. 
• Lead and develop the PAM team: Manage, coach, and hold accountable a team of Partner Account Managers across the Scale and Maximize tiers. Set the portfolio strategy, maintain the commercial standard, and multiply your team’s impact through clear expectations and relentless development 
• Own strategic anchor relationships: Serve as the senior commercial point of contact for iManage’s most important technology partnerships in the AI and legal technology space. Lead executive business reviews, own the joint business plan, and govern these relationships with the rigor and trust they require. 
• Drive internal field alignment: Build the awareness, enablement, and pipeline infrastructure that makes iManage’s sales, solutions engineering, and customer success organizations active participants in the partner ecosystem. The field co-selling with partners is a force multiplier. Own that motion. 
• Advise on build vs. partner: Bring your ecosystem experience to bear on iManage’s product strategy. Give executive leadership a clear, informed point of view on when to build a capability, when to partner, and when to acquire. Your judgment here shapes the roadmap. 
• Hold the quality bar: Ensure every partner in the portfolio delivers integrations that meet the standard demanded by iManage’s enterprise customer base. The AmLaw 200 operates in a zero-tolerance environment. Partner quality is not optional. 

iM Qualified Because I Have… 

• 10 or more years in technology partnerships, ISV sales, or channel leadership at an enterprise SaaS company 
• Proven experience building and scaling a technology partner ecosystem: recruiting partners, creating program gravity, and driving platform adoption at significant scale 
• Track record of structuring and closing commercial partnership agreements including OEM arrangements, ISV distribution contracts, or marketplace agreements 
• Demonstrated success building joint go-to-market programs and holding partners accountable to activation milestones and royalty revenue outcomes 
• Forecast discipline at the team level: you have owned a revenue number across a portfolio and led a team whose forecast you were accountable for at every stage of the quarter 
• Experience leading and developing a team of senior partner account managers with revenue accountability 
• Strong ability to operate in matrixed organizations: aligning Product, Engineering, Marketing, and Sales around partner priorities without direct authority 
• Executive presence and communication skills to represent iManage credibly at the C-level across both partner and customer organizations 

Bonus Points If I Have… 

• Background in legal tech, practice management, or enterprise document and knowledge management 
• Experience with OEM, ISVForce, embedded distribution, or API-driven marketplace models 
• Prior experience at a platform company where the partner ecosystem was a primary growth and retention lever 
• Familiarity with how partner ecosystems reduce customer attrition and drive NRR, not just new logo growth 
• Track record of advising executive leadership on build vs. partner decisions that shaped the product roadmap 

Don’t meet every qualification listed above? Studies show that women and people of color are less likely to apply to jobs unless they meet all qualifications. At iManage, we are committed to building a diverse and inclusive environment, and encourage everyone to show up as their full authentic selves. We welcome those that come with a growth mindset and a hunger for learning; so, if you are excited about this role but your past experience doesn’t align perfectly with every qualification we encourage you to apply anyways! 

iM Getting To… 

• Join a rapidly evolving, industry-leading SaaS company on an exciting journey of growth and scalability! 
• Take on meaningful, high-impact challenges by leveraging cutting-edge technologies and best-in-class protocols to drive innovation. 
• Own my career path with our internal development framework. Ask us more about this! 
• Expand my skill set and earn certifications with unlimited access to LinkedIn Learning courses and interactive Microsoft courses & training. 
• Be part of a supportive and experienced team within a dynamic, inclusive, and encouraging culture. 
• Enjoy flexible work hours that empower me to balance personal time with professional commitments. 
• Collaborate in a modern, open-plan workspace featuring a gaming area, free snacks and drinks, and regular social events. 

iManage Is Supporting Me By… 

• Creating an inclusive environment where I can help shape the culture not just by fitting in, but by adding to it. 
• Providing a market competitive salary that is applied through a consistent process, equitable for all our employees, and regularly reviewed based on industry data. 
• Rewarding me with an annual performance-based bonus. 
• Offering comprehensive Health/Vision/Dental/Life Insurance, and a 401k Retirement Savings Plan with a company match up to 4%. 
• Granting enhanced leave for expecting parents; 20 weeks 100% paid for primary leave, and 10 weeks 100% paid for secondary leave. 
• Providing me with a flexible time off policy to take the time off that I need. Be it for vacation, volunteering, celebrating holidays, spending time with family, or simply taking time to recharge and reset. 
• Having multiple company wellness days each year to prioritize mental health and well-being. 
• Providing access to RethinkCare, a global behavioral health platform that enhances personal well-being, strengthens professional resilience, and empowers parental success through expert-led training and resources. 

iManage is committed to providing an excellent candidate experience and will never ask you to engage in recruitment activity via text and exclusively communicates from emails using the @imanage.com domain. If you have any concerns or questions about communications you have received, please send them to [email protected] so our team members can review. 

About iManage… 

At iManage, we are dedicated to Making Knowledge Work. Our intelligent, cloud-enabled, and secure platform is trusted by 4,100+ customers and 430,000 users worldwide, managing over 11 billion documents and 11 petabytes of data. We empower professionals across 65+ countries to unlock the full potential of their business content and communications. 

We are continuously innovating to solve the most complex professional challenges and enable better business outcomes; Our work is not always easy but it is ambitious and rewarding. 

So we’re looking for people who embrace challenges. People who thrive on solving problems, pushing boundaries, and collaborating with the industry’s best and brightest. That’s the iManage way. It’s how we turn the impossible into reality, empower our employees to grow, unlock their potential, and create a meaningful impact on everything we do. 

Whoever you are, whatever you do, however you work. Make it mean something at iManage. 

iManage provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. 

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. 

Learn more at: www.imanage.com 

Please see our recruitment privacy statement for more information on how we handle your personal data. 
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