ISV Partner Account Manager

iManage•, (Multiple States)

10d•$150,000 - $200,000•Remote

About The Position

iManage is the system of record for the world’s most complex legal and professional services organizations. The technology partners who build on this platform gain immediate access to that install base and the enterprise credibility that comes with 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. Your job is to find those partners, get them building, and support them 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.

Requirements

5 to 10 years in partner management, ISV business development, technology alliances, or a closely related field at an enterprise SaaS company
Demonstrated experience managing technology partners through the full lifecycle: qualification, commercial agreement, integration build, activation, and joint go-to-market
Track record of owning and closing commercial partnership agreements, not just managing relationships after the deal is done
Commercial fluency in partner economics, royalty models, and marketplace distribution; able to structure and close deals independently within defined authority levels
Forecast discipline: you own a number and you know where it is coming from at every stage of the quarter. Pipeline hygiene, activation tracking, and QBR cadence are how you stay ahead of the forecast, not how you explain it after the fact
Technical comfort sufficient to engage credibly with technical founders and engineering teams on API architecture, integration requirements, and platform capabilities

Nice To Haves

Background in legal tech, practice management, or enterprise document and knowledge management
Experience building on or selling through an ISV marketplace such as Salesforce AppExchange, Microsoft AppSource, or a comparable platform ecosystem
Prior experience writing partner onboarding or activation playbooks from scratch
Comfort operating in a high-inbound, fast-moving environment where prioritization is a daily discipline
An existing network in the legal technology or enterprise SaaS partner community

Responsibilities

Deliver partner territory royalty revenue and activation metrics that compound over time, with a forecast you can defend at every stage of the quarter.
Qualify and sign new technology partners into the iManage ecosystem with speed and commercial rigor.
Drive partners from first conversation to live integration to active royalty revenue generation.
Own an active, growing territory with clear activation status and expansion pipeline across every tier.
Build the programmatic playbooks that allow the partner ecosystem to scale beyond individual relationship management.
Qualify and sign new partners. Own the full partner lifecycle from first conversation through first revenue report. Manage inbound partnership interest with speed and judgment. Evaluate fit against iManage’s ecosystem strategy, route candidates to the right program entry point, and own the commercial conversation from initial qualification through signed agreement and into early activation.
Get partners building. The best partnerships are anchored in technology. Own the path from signed agreement to live integration and drive partners through the technical and commercial milestones required to build meaningfully on the iManage platform.
Activate partners and take them to market. Once a partner is live, own their go-to-market activation. Enable partners on iManage’s product and positioning, connect them to the right internal resources, and drive joint marketing and sales activity that produces adoption. Measure success by live integrations and royalty revenue reported by active partners, not signed contracts.
Manage your territory. Own your forecast. Run structured QBR cadence across your territory and know where every partner stands on activation, expansion, and royalty revenue contribution at every stage of the quarter. Surface problems before they escalate and come with solutions, not status updates.
Build the playbook. Contribute to the onboarding frameworks, qualification criteria, and programmatic infrastructure that scale the partner ecosystem beyond individual relationship management. If you are doing something manually that should be systematized, build the system.
Coordinate internally. Serve as the connective tissue between your partner territory and iManage’s Product, Engineering, and Marketing teams. Pull in the right resources at the right time and keep your team informed on territory health without being asked.