Director of ISV Partner Sales

About the role

iManage is the system of record for the world’s most complex legal and professional services organizations. More than 80% of the AmLaw 100 & 200 run on iManage. 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.

Responsibilities

• Build the ecosystem: recruit and sign technology partners, structure commercial agreements, and activate partners to market.
• Drive ecosystem royalty revenue growth and team forecast accuracy.
• Lead and develop a team of Partner Account Managers.
• Own strategic anchor relationships and drive internal field alignment.
• Advise on build vs. partner decisions shaping the product roadmap.

Requirements

• 10+ years in technology partnerships, ISV sales, or channel leadership at an enterprise SaaS company.
• Proven experience building and scaling a technology partner ecosystem.
• Track record of structuring and closing commercial partnership agreements.
• Forecast discipline at the team level.
• Experience leading and developing a team of senior partner account managers.
• Executive presence and communication skills.

Qualifications

• Background in legal tech, practice management, or enterprise document and knowledge management.
• Experience with OEM, ISVForce, embedded distribution, or API-driven marketplace models.
• Experience at a platform company where the partner ecosystem was a primary growth and retention lever.
• Track record of advising executive leadership on build vs. partner decisions.

Skills

• Strategic thinking and execution.
• Collaboration and relationship-building skills.
• Ability to manage and motivate a team.
• Strong negotiation and contract management skills.
• Customer-centric approach.

Benefits

• Market competitive salary.
• Annual performance-based bonus.
• Comprehensive Health/Vision/Dental/Life Insurance.
• 401k Retirement Savings Plan with a company match.
• Enhanced leave for expecting parents.
• Flexible time off policy.
• Multiple company wellness days.
• Access to RethinkCare for mental health and well-being.

Pay

The overall US annual base salary range for this position is $230,000 - $270,000 per year. Individual compensation for each candidate depends on factors such as qualifications, experience, and candidate location.

Schedule

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.