Partner Operations Manager (Channels & Ecosystems)

iManage; Chicago (IL); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Health insurance

401k with company match

Performance-based bonus

Learning and development resources

Job summary

iManage is seeking a Partner Operations Manager to own end-to-end partner operations across Channel and Ecosystem partnerships. You will architect processes, analytics, and governance, building the operational foundation from scratch and reporting to RevOps.

You will partner with channel leadership while ensuring data integrity, automate payments, and drive revenue scale. A hybrid, in-office Tue/Thu role with a flexible policy supports work-life balance.

Qualifications

• 5+ years in partner operations, channel operations, go-to-market, or revenue operations roles.
• Strong data and analytics mindset: ability to aggregate, analyze, and present metrics for decisions.
• Deep Salesforce expertise including multi-object data models, deal registration, account structures, and custom reporting.
• Proven ability to design and scale operational processes and cross-functional workflows.

Responsibilities

• Own the partner forecasting rollup, analytics, and reporting across Channel and Tech partners.
• Run the operational cadence for tech partner pipeline and quarterly forecast process.
• Manage partner enablement compliance and cross-functional training.
• Support channel program governance by validating tier thresholds and bookings-based rules.
• Operationalize and automate partner payments and margin operations; reconcile margins.
• Own the operational layer of tech partner billing and revenue-share reporting.
• Process day-to-day deal registration validation and maintain clean Partner of Record designations.
• Maintain a single system of record for partner contracts; track renewals and terms.
• Build ecosystem/tech partner operations: onboarding, API access, dashboards, and revenue visibility.

Skills

Partner operations

Data analytics

Salesforce (SFDC)

Cross-functional collaboration

Communication

Tools

Salesforce

Job description

We offer a flexible working policy that supports a healthy balance between personal and professional well-being. This role requires in-office presence on Tuesdays & Thursdays to collaborate, connect, and learn from peers - while also maintaining the flexibility for meaningful work-life balance.

Being a Partner Operations Manager at iManage Means…

You’ll own the operational engine that drives iManage’s partner motion: architecting processes, analytics, and governance across both our Channel and Ecosystem partnerships. This is a 0-to-1 build role (there’s no existing playbook or team to inherit, you’re building the operational foundation from scratch) reporting to RevOps, where you’ll establish operational excellence, scale partner-driven revenue, and set the foundation for a team that will grow with the business. You’ll partner closely with channel and ecosystem leadership while maintaining strategic distance: managing the mechanics while they own relationships and design.

iM Responsible For…

• Owning the partner forecasting rollup, analytics, and reporting across both Channel and Tech partners: consolidating pipeline and revenue data into monthly/quarterly/annual QBR and quarter-over-quarter dashboards, and serving as the business partner for forecast readouts to ELT and leadership (day-to-day forecast management with individual partners stays with Partner Development Managers and tech partner owners)
• Running the operational cadence for tech partner pipeline: driving the quarterly forecast process, keeping partner data clean on SFDC opportunities, and rolling results up into forecasting and quarter-over-quarter reporting by partner
• Managing partner enablement compliance for both Channel and Tech partners: validating that partners meet training and certification requirements tied to their tier, working cross-functionally with Pre-Sales leadership
• Supporting channel program governance by gathering, validating, and operationalizing tier thresholds based on bookings and renewals; ensuring operational feasibility while channel leadership drives strategic design
• Operationalizing and automating partner payments and margin operations: managing reserve-margin reconciliation, proration cleanup, and co-sell/renewal margin redesign initiatives
• Owning the operational layer of tech partner billing: reconciling usage (API calls, downloads) and revenue-share reports against partner tier terms, delivering clean numbers to Finance for overage and true-up billing, and maintaining an audit trail
• Processing ~95% of day-to-day deal registration validation (non-exceptional requests), maintaining an arm’s-length structure between internal Partner Development Managers (PDMs), partners, and the registration process
• Assigning and maintaining clean Partner of Record designations in Salesforce across accounts and opportunities for both Channel and Tech partners; serving as the referee when designations are disputed or need updating
• Maintaining a single system of record for partner contracts: tier, payment model, entitlements, renewal dates, and special terms for every signed partner, including a renewal calendar to track repapering of legacy partner agreements
• Building ecosystem/tech partner operations: designing onboarding, API access, maturity scoring, prioritization frameworks, dashboards, and revenue/rev-share visibility per partner
• Tracking MDF compliance to ensure partners meet participation requirements tied to their tier (program management sits with Partner Marketing)

iM Qualified Because I Have…

• 5+ years in partner operations, channel operations, go-to-market, or revenue operations roles
• Strong data and analytics mindset: proficiency in aggregating, analyzing, and presenting metrics that drive decision-making
• Deep Salesforce expertise including multi-object data models, deal registration, account structures, and custom reporting
• Proven ability to design and scale operational processes: managing data consistency, governance, and cross-functional workflows without getting lost in details
• Success partnering across multiple leadership teams with competing priorities, translating needs into clear operational requirements
• Experience with 0-to-1 operational build-outs or managing partner/channel operations as a business scales
• Strong written and verbal communication skills: comfortable presenting data and recommendations to senior leaders and translating complex concepts across functions

Bonus Points If I Have…

• Experience with partner relationship management (PRM) systems, Salesforce CPQ, or territory management
• Familiarity with forecasting tools (Clari, 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 scaling operations from startup motion to enterprise-grade processes in a high-growth environment

Don’t meet every qualification listed above? Studies show that women and people of color are less likely to apply to jobs unless they meet all qualifications. At iManage, we are committed to building a diverse and inclusive environment, and encourage everyone to show up as their full authentic selves. We welcome those that come with a growth mindset and a hunger for learning; so, if you are excited about this role but your past experience doesn’t align perfectly with every qualification we encourage you to apply anyways!

iM Getting To…

• 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.

iManage Is Supporting Me By…

• 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.

iManage is committed to providing an excellent candidate experience and will never ask you to engage in recruitment activity via text and exclusively communicates from emails using the @imanage.com domain. If you have any concerns or questions about communications you have received, please send them to [e-mail] so our team members can review.

About iManage…

At iManage, we are dedicated to Making Knowledge Work. Our intelligent, cloud-enabled, and secure platform is trusted by 4,100+ customers and 430,000 users worldwide, managing over 11 billion documents and 11 petabytes of data. We empower professionals across 65+ countries to unlock the full potential of their business content and communications.

We are continuously innovating to solve the most complex professional challenges and enable better business outcomes; Our work is not always easy but it is ambitious and rewarding.

So we’re looking for people who embrace challenges. People who thrive on solving problems, pushing boundaries, and collaborating with the industry’s best and brightest. That’s the iManage way. It’s how we turn the impossible into reality, empower our employees to grow, unlock their potential, and create a meaningful impact on everything we do.

Whoever you are, whatever you do, however you work. Make it mean something at iManage.

iManage provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Learn more at: www.imanage.com

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