Note: The job is a remote job and is open to candidates in USA. iManage is the system of record for the world’s most complex legal and professional services organizations. As Director of ISV Partner Sales, you will build and manage a partner ecosystem that extends the value of the iManage platform, driving growth and ensuring successful partner integrations.
Responsibilities
- 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
Skills
- 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
- 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
Benefits
- Being a Director of ISV Partner Sales at iManage Means…
- 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.
- 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.
Company Overview
Company H1B Sponsorship