ISV Channel Manager

Sales United States


NetDocuments is the world’s #1 trusted cloud-based content management and productivity platform that helps legal professionals do their best work. We strive to win together through passionate hard work, exploring new things and recognizing every interaction matters. 
NetDocuments provides rewarding career growth in an inclusive, diverse environment where employees are encouraged to openly contribute creative ideas and innovation, backed by supportive peers and leadership working together to achieve our goals as a unified team.
At our core, we are dedicated to empowering our employees to drive successful business outcomes and better user experiences for our customers and partners. Our customer-centric approach and employee enablement has allowed us to enjoy many accolades, including being named among the 2022 list of Inc. Magazine’s 5000 Fastest-Growing Private Companies in America. Other recent awards include:
  • 2023 National Top Workplaces
  • Three-time winner (2021, 2022, 2023) Top Workplace in the US by the Salt Lake Tribune
  • Three-time winner (2021, 2022, 2023) Best Companies to Work for by Utah Business magazine
  • 2023 Top Workplace Innovation
  • 2023 Top Workplace Leadership
  • 2023 Top Workplace Purpose & Values
  • 2022, 2023 Top Workplace Work-Life Flexibility
  • 2022 Top Workplace Employee Appreciation and Employee Well Being
  • 2021, 2022, 2023 Top Workplace Compensation & Benefits
  • 2021 Top Workplace Remote Work
  • 2021 Top Workplace Top Managers
  • 2021 Coolest Tech Companies to Work for by Dev Mountain 
NetDocuments is a hybrid, remote-friendly workplace. Come join our team and work inspired each day!
About the opportunity:
We provide ISV Partners with the leading cloud platform, app marketplace, and distribution channel to reach a growing base of successful customers. This role has worldwide revenue responsibility and requires a deep understanding of legal technology landscape, and how NetDocuments sells across all customer segments, industries, and geographies. Relationships managed in this role are with industry-leading companies that operate at a significant scale of existing revenue.
Your job will be to work with existing ISV partners and have them transition to a new version of the program and to help deliver on the NetDocuments strategy to drive the adoption of NetDocuments.
Responsibilities will include driving field relationships with your strategic ISV partners and with the NetDocuments sales field, guiding the development and launch of joint solutions with technology companies, and executing joint GTM plans globally. By establishing and growing business and technical relationships while managing the day-to-day partner interactions, you will be responsible for driving top-line revenue growth and overall market adoption.
You will have both a business background that enables them to engage at the CXO level, as well as a sales background that enables them to manage joint GTM efforts and to easily interact with customers. You should have a demonstrated ability to think strategically about business, product, and technical challenges within legal technology segments as well as the capacity to build and convey compelling value propositions. The position also requires strong technical acumen and deep familiarity with cloud and API integration business.
What your contributions will be:
  • Hands-on ISV management experience. Including evidence of owning previous ISV success, execution, evaluation, and optimization
  • Equal strengths in technical and strategic skills
  • Achieve quarterly and annual royalty bookings targets by growing joint partner business on a worldwide basis
  • Generate new revenue opportunities with existing strategic partners via new joint customer pursuits
  • Proven ability to partner with C-level ISV partner leadership to build the relationship necessary to build and execute successful ISV growth plans and transition to new Generate new revenue opportunities with existing strategic partners via new joint customer pursuits ISV program
  • Excellent attention to detail
  • Strong business and technical aptitude for the legal technologies, APIs, and relevant external services
  • Proficiency in Microsoft Office Suite (Word, Excel, Outlook, PowerPoint)
  • Hands-on experience with Salesforce (CRM)
  • Excellent communication skills, both oral and written
  • Ability to effectively manage multiple projects/deadlines
  • Strong collaborative skills
  • Positive, self-motivated, able to work independently, and thrives in a fast-paced environment
  • Enthusiasm for learning new programs, platforms, and technologies
What you will bring to the team:
  • Working knowledge of cloud business models & how apps/services are brought to market.
  • 2+ years of solution sales experience and/or OEM, ISV Sales for SaaS platforms/solutions
  • Experience with legal technology platforms and solutions with a reasonable level of technical proficiency
  • Executive presence and ability to influence executive business leaders through business value propositions
  • Experience with technology platforms and developing new solutions
  • Inclusive and collaborative – driving teamwork and cross-team alignment
  • Entrepreneurial mentality with the ability to create engaging campaigns that drive awareness and net new opportunities
  • Strong partner relationship management and solution development skills
  • Strong communication and presentation skills with a high degree of comfort
  • Challenger mentality leveraging internal and/or external resources, conflict resolution, and follow through
  • Bachelor's degree desired (Sales, Marketing, Business Operations) MBA preferred
What you will receive:
  • 90% healthcare premiums company covered
  • HSA company contribution
  • 401K match at 4% with no vesting period
  • Potential for annual merit increases
  • Flexible time off typically 3 to 4 weeks a year, not including the 9 paid holidays
  • Authenticity and accountability from leadership
  • Connection, access, and mentorship from exceptional leaders
  • Growing company with opportunities for advancement
NetDocuments is an Equal Opportunity Employer and prohibits discrimination and harassment of any kind. All employment decisions are based on business needs, job requirements, individual qualifications, without regard to race, color, religion, sex, (including pregnancy), national origin, age, physical and mental disability, marital status, sexual orientation, gender identity and/or expression, military and veteran status, or any other status protected by laws or regulations in the locations where we operate.  NetDocuments believes diversity and inclusion among our employees is critical to our success, and we are committed to providing a work environment free of discrimination and harassment.