Partner Operations Manager (Channels & Ecosystems)

iManage • Chicago, IL

1d • Hybrid

About The Position

The Partner Operations Manager owns and builds the operational engine for iManage’s Channel and Ecosystem partnerships. This is a 0-to-1 role with no existing playbook or team to inherit. Reporting to RevOps, the role establishes processes, analytics, governance, and operational foundations to support partner-driven revenue and a growing team. The manager works closely with channel and ecosystem leadership, managing operational mechanics while partner leaders own relationships and strategic design.

The role spans partner forecasting and reporting, tech partner pipeline operations, enablement compliance, channel program governance, partner payments and margin operations, tech partner billing, deal registration validation, Partner of Record administration, contract records, ecosystem partner operations, and MDF compliance. It includes maintaining accurate Salesforce data and partner records, preparing reporting and forecast readouts for leadership, and supporting Finance with reconciled billing information.

Requirements

• At least 5 years of experience in partner operations, channel operations, go-to-market, or revenue operations roles.
• Strong data and analytics skills, including aggregating, analyzing, and presenting metrics that support decision-making.
• Deep Salesforce expertise, including multi-object data models, deal registration, account structures, and custom reporting.
• Ability to design and scale operational processes and manage data consistency, governance, and cross-functional workflows.
• Experience partnering across leadership teams with competing priorities and translating their needs into clear operational requirements.
• Experience with 0-to-1 operational build-outs or managing partner or channel operations as a business scales.
• Strong written and verbal communication skills, including presenting data and recommendations to senior leaders and translating complex concepts across functions.

Nice To Haves

• Experience with partner relationship management systems, Salesforce CPQ, or territory management.
• Familiarity with forecasting tools such as Clari or Gainsight and revenue analytics platforms.
• Background in partner payments operations, margin management, or financial operations.
• Hands-on experience with tech alliances, ISV partnerships, or marketplace operations.
• Track record of scaling operations from startup processes to enterprise-grade operations in a high-growth environment.

Responsibilities

• Own partner forecasting rollups, analytics, and reporting across Channel and Tech partners, including monthly, quarterly, and annual QBR and quarter-over-quarter dashboards; present forecast readouts to ELT and leadership.
• Run the operational cadence for tech partner pipeline, including quarterly forecasting, Salesforce opportunity data quality, and partner-level forecasting and quarter-over-quarter reporting.
• Manage partner enablement compliance for Channel and Tech partners by validating training and certification requirements tied to partner tiers, working with Pre-Sales leadership.
• Support channel program governance by gathering and validating tier thresholds based on bookings and renewals and operationalizing them.
• Operationalize and automate partner payments and margin operations, including reserve-margin reconciliation, proration cleanup, and co-sell and renewal margin redesign initiatives.
• Own tech partner billing operations by reconciling usage and revenue-share reports against partner tier terms, providing Finance with figures for overage and true-up billing, and maintaining an audit trail.
• Process approximately 95% of routine deal registration validation requests while maintaining an arm’s-length structure between PDMs, partners, and the registration process.
• Assign and maintain Partner of Record designations in Salesforce across Channel and Tech partner accounts and opportunities, resolving disputes and updates.
• Maintain the system of record for partner contracts, including tiers, payment models, entitlements, renewal dates, and special terms, and maintain a renewal calendar for repapering legacy agreements.
• Build Tech and ecosystem partner operations, including onboarding, API access, maturity scoring, prioritization frameworks, dashboards, and partner-level revenue and revenue-share visibility.
• Track MDF compliance to ensure partners meet participation requirements tied to their tier.

Benefits

• Flexible working policy and flexible work hours.
• Internal career development framework.
• Unlimited access to LinkedIn Learning courses and interactive Microsoft courses and training.
• Modern open-plan workspace with a gaming area, free snacks and drinks, and regular social events.
• Annual performance-based bonus.
• Health, vision, dental, and life insurance.
• 401(k) retirement savings plan with company match up to 4%.
• Enhanced paid parental leave: 20 weeks at 100% pay for primary leave and 10 weeks at 100% pay for secondary leave.
• Flexible time off policy.
• Multiple company wellness days each year.
• Access to RethinkCare, a behavioral health and well-being platform.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed