Director, Channel Partnerships

iManage

108d • $180,000 - $230,000

About The Position

Being a Director of Channel Partners at iManage Means… You are a strategic leader within our Go-To-Market organization, responsible for defining and executing our global partner strategy. You will shape how iManage leverages alliances and resellers to achieve growth, expand markets, and enhance our product ecosystem. Your work will ensure partnerships are not just operationally sound but also positioned as a key driver of customer success, innovation, and company-wide impact. This role requires both strategic vision and disciplined execution: defining clear partnership goals, aligning cross-functional stakeholders, and maintaining relationships that amplify value across the customer lifecycle.

Requirements

• Bachelor’s degree in business, marketing, or a related field; MBA or advanced degree preferred.
• 10+ years of experience in channel, alliances, or strategic partnerships within SaaS or enterprise technology.
• Proven ability to define, scale, and execute partnership strategies that deliver measurable revenue and customer value.
• Strong track record negotiating agreements and building incentive programs.
• Executive presence and influencing skills with the ability to secure alignment at the highest levels.
• Experience driving cross-functional collaboration with Sales, Product, Finance, Marketing, and Customer Success.
• Data-driven approach to managing partner performance and making strategic decisions.

Nice To Haves

• Background in LegalTech or adjacent SaaS industries.
• Hands-on experience with Partner Relationship Management (PRM) tools.
• History of building tiered partner programs (Authorized, Gold, Platinum) and driving certification adoption.
• Experience running ROI-driven co-marketing and integrated partner campaigns.

Responsibilities

• Defining clear partnership goals (e.g., revenue growth, market expansion, product enhancement) and creating a structured approach for how partnerships support the customer journey and lifecycle.
• Establishing criteria for selecting, prioritizing, and scaling strategic partners that align with iManage’s vision while remaining responsive to evolving market dynamics and customer needs.
• Leading and directing the channel partnerships team, ensuring clarity of priorities, accountability, and effective collaboration.
• Negotiating partner agreements, structuring incentive programs, and maximizing program ROI.
• Cultivating strong relationships with customers, industry leaders, and stakeholders to develop insights that shape the value our ecosystem delivers.
• Driving joint go-to-market activities, co-selling, and account coordination with partners to accelerate growth.
• Collaborating with Legal, Finance, and Operations to ensure partnerships are compliant, scalable, and operationally sound.
• Partnering with Product and Engineering to influence roadmaps, integrate partner capabilities, and uncover opportunities for co-innovation.
• Collaborating with Marketing to amplify the visibility and impact of partnership initiatives.
• Presenting partnership strategies, performance metrics, and KPIs to executive leadership to secure buy-in and alignment with financial objectives.
• Monitoring KPIs and holding partners accountable to agreed performance expectations, escalating where needed.

Benefits

• 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.
• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: Bachelor's degree
• Number of Employees: 1,001-5,000 employees