📌 Core Information
🔹 Job Title: Channel Partnerships Manager
🔹 Company: Filevine
🔹 Location: Salt Lake City, Utah, United States
🔹 Job Type: Full-time, Hybrid (2 office days per week)
🔹 Category: Software Development
🔹 Date Posted: May 20, 2025
🔹 Experience Level: 5-10 years
🔹 Remote Status: On-site with hybrid flexibility
🚀 Job Overview
Key aspects of this role include:
- Activating and expanding Filevine's partner ecosystem to drive pipeline, enable partner success, and generate revenue through strategic channel relationships.
- Identifying, recruiting, and onboarding high-impact partners, while managing the full partner lifecycle.
- Collaborating with sales, marketing, and product teams to create and deliver value through every stage of the partner lifecycle.
- Representing Filevine at industry events and partner meetings, and acting as a conduit between Filevine and the partner community.
ASSUMPTION: This role requires a balance of startup scrappiness and enterprise polish, with a proven ability to both "feed the channel" by building new partner relationships and "harvest the channel" through consistent co-selling, activation, and enablement.
📋 Key Responsibilities
✅ Partner Identification, Activation & Relationship Management: Identify, recruit, and activate high-impact partners, build and nurture deep, trusted relationships, own the full partner lifecycle, deliver effective demos, training, and sales enablement, and deliver opportunities through partners.
✅ Revenue Growth & Channel Execution: Collaborate with AEs and PDR to co-sell and close deals through channel partnerships, build joint GTM plans and account mapping initiatives, deliver on monthly KPIs tied to partner-sourced opportunities, influenced revenue, and partner activity metrics, and monitor performance of channel programs.
✅ Field Engagement & Ecosystem Building: Be in the field as needed to nurture partner relationships and represent Filevine at industry events, host enablement sessions, webinars, and partner roundtables, and act as a conduit between Filevine and the partner community.
✅ Cross-Functional Collaboration: Work closely with Sales, Marketing, and Product to ensure partner programs are aligned with Filevine’s roadmap, partner with the Director of Partnerships to refine partner tiering, incentives, and program infrastructure, and contribute to the creation of partner collateral, training paths, and marketing campaigns.
ASSUMPTION: This role requires strong communication and collaboration skills, as well as the ability to align internal and external stakeholders.
🎯 Required Qualifications
Education: Bachelor's degree in Business, Marketing, or a related field (or equivalent experience)
Experience: 3-5+ years of experience in channel partnerships, B2B sales, or partner management in SaaS, with a track record of growing both mature and early-stage partner programs, ideally with experience at both a startup and a larger enterprise.
Required Skills:
- Proven ability to grow both mature and early-stage partner programs
- Comfortable managing both relationship nurturing ("harvesting") and new partner development ("feeding")
- High energy and bias for action with a clear focus on driving measurable outcomes
- Excellent communicator and collaborator, able to align internal and external stakeholders
- Passionate about legal technology, GTM innovation, and ecosystem-driven growth
Preferred Skills:
- Experience co-selling or executing GTM with legal services, consultants, or VARs
- Familiarity with Salesforce and partner management tools
- Willingness to travel up to 50% for partner meetings, events, and internal collaboration
ASSUMPTION: Candidates with experience in legal services, consultants, or VARs may have an advantage in this role.
💰 Compensation & Benefits
Salary Range: $120,000 - $160,000 per year (based on experience and market rates for channel partnerships managers in the software development industry in Salt Lake City, Utah)
Benefits:
- Medical, Dental, & Vision Insurance (for full-time employees)
- Competitive & Fair Pay
- Maternity & Paternity Leave (for full-time employees)
- Short & Long-term Disability
- Opportunity to Learn from a Dedicated Leadership Team
- Centrally Located Open Office Building in Sugar House
- Top-of-the-line Company Swag
Working Hours: 40 hours per week, with flexible hours and the ability to work remotely 3 days per week
ASSUMPTION: The salary range provided is an estimate based on market rates for channel partnerships managers in the software development industry in Salt Lake City, Utah. Actual salary may vary based on experience and performance.
📌 Applicant Insights
🔍 Company Context
Industry: Software Development, specifically legal work platforms
Company Size: 501-1,000 employees, providing a dynamic, rapidly growing environment focused on helping organizations thrive
Founded: 2015, with a mission to empower legal professionals to scale operations, improve outcomes, and focus on meaningful work
Company Description:
- Filevine is changing the way legal work gets done for law practitioners and their clients
- Powering everything from document management and client communication to timekeeping, billing, payments, and business analytics
- Over 125,000 legal professionals use Filevine daily to deliver excellence in every contract, deadline, and result
Company Specialties:
- Case management
- Document management
- e-Signatures
- Legal technology
- SaaS
- Practice management
- Contract management
- Document assembly
- Lead intake
- Artificial intelligence
- Analytics
- Information security
- Legal services for various practice areas
Company Website: http://www.filevine.com/
ASSUMPTION: Filevine is a leading legal work platform transforming how legal teams operate, empowering legal professionals to scale operations, improve outcomes, and focus on meaningful work.
📊 Role Analysis
Career Level: Mid-level to senior, with opportunities for growth and career advancement within the partnership team and the broader organization
Reporting Structure: This role reports directly to the Director of Partnerships and works closely with sales, marketing, and product teams
Work Arrangement: Hybrid, with 2 office days per week and the ability to work remotely 3 days per week
Growth Opportunities:
- Expanding Filevine's partner ecosystem and driving revenue growth
- Building and managing high-performing partner relationships
- Collaborating with cross-functional teams to create and deliver value through every stage of the partner lifecycle
- Acting as a conduit between Filevine and the partner community, bringing back product feedback and informing strategic priorities
ASSUMPTION: This role offers significant opportunities for growth and career advancement within the partnership team and the broader organization.
🌍 Location & Work Environment
Office Type: Centrally located open office building in Sugar House, Salt Lake City, Utah
Office Location(s): 1260 Stringham Ave, Suite 600, Salt Lake City, Utah 84106, US
Geographic Context:
- Salt Lake City, Utah, is a vibrant, growing metropolitan area with a strong tech industry
- The office is located in the Sugar House neighborhood, with easy access to public transportation, restaurants, and amenities
- The surrounding area offers a mix of urban and outdoor recreation opportunities, with easy access to the Wasatch Mountain Range
Work Schedule: 40 hours per week, with flexible hours and the ability to work remotely 3 days per week
ASSUMPTION: The work environment at Filevine is dynamic, collaborative, and mission-driven, with a focus on helping organizations thrive.
💼 Interview & Application Insights
Typical Process:
- Online application submission
- Phone or video screen with the hiring manager
- In-depth interview with the hiring manager and cross-functional team members
- Final interview with the Director of Partnerships
- Background check and offer extension
Key Assessment Areas:
- Understanding of channel partnerships and SaaS sales
- Communication and collaboration skills
- Ability to align internal and external stakeholders
- Passion for legal technology and ecosystem-driven growth
Application Tips:
- Highlight relevant experience in channel partnerships, B2B sales, or partner management in SaaS
- Tailor your resume and cover letter to emphasize skills and experiences that match the required and preferred qualifications
- Prepare for behavioral interview questions that focus on your ability to manage relationships, drive revenue growth, and collaborate with cross-functional teams
ATS Keywords: Channel Partnerships, B2B Sales, Partner Management, SaaS, Relationship Management, Co-selling, Sales Enablement, Revenue Growth, Collaboration, Communication, GTM Strategy, Ecosystem Building, Training, Performance Management, Market Analysis, Event Representation
ASSUMPTION: The application process for this role may vary based on the specific needs of the hiring manager and the organization.
🛠️ Tools & Technologies
- Salesforce
- Partner management tools
- Microsoft Office Suite
- Zoom or other video conferencing tools
- Project management tools (e.g., Asana, Trello)
ASSUMPTION: The tools and technologies required for this role may vary based on the specific needs of the organization and the partnership team.
👔 Cultural Fit Considerations
Company Values:
- Customer-centric
- Innovative
- Collaborative
- Accountable
- Growth-oriented
Work Style:
- Dynamic and rapidly growing environment
- Focus on helping organizations thrive
- Collaborative and mission-driven culture
- Opportunities for growth and career advancement
Self-Assessment Questions:
- Do you thrive in both startup scrappiness and enterprise polish?
- Are you comfortable managing both relationship nurturing ("harvesting") and new partner development ("feeding")?
- Do you have a proven ability to drive measurable outcomes and grow both mature and early-stage partner programs?
- Are you passionate about legal technology, GTM innovation, and ecosystem-driven growth?
ASSUMPTION: Filevine values candidates who are a strong cultural fit, with a customer-centric, innovative, collaborative, accountable, and growth-oriented mindset.
⚠️ Potential Challenges
- Managing a high volume of partner relationships and maintaining strong communication with each partner
- Balancing the need to "feed the channel" with new partner development and "harvest the channel" with consistent co-selling, activation, and enablement
- Keeping up with the dynamic, rapidly growing environment at Filevine and adapting to changes in the partnership team and the broader organization
- Travel requirements for partner meetings, events, and internal collaboration
ASSUMPTION: These challenges can be overcome with strong communication, collaboration, and time management skills, as well as a willingness to adapt to a dynamic work environment.
📈 Similar Roles Comparison
- Channel Partnerships Manager vs. Business Development Manager: Both roles focus on driving revenue growth through strategic relationships, but the Channel Partnerships Manager role is specifically focused on building and managing a partner ecosystem, while the Business Development Manager role may be more focused on direct sales and customer acquisition.
- Channel Partnerships Manager vs. Alliance Manager: Both roles involve building and managing strategic relationships, but the Alliance Manager role may be more focused on strategic partnerships with complementary technology companies, while the Channel Partnerships Manager role is focused on building a partner ecosystem that includes legal services, consultants, and referral/reseller entities.
- Career path comparison: The Channel Partnerships Manager role offers opportunities for growth and career advancement within the partnership team and the broader organization, with potential paths to leadership roles in partnership management, sales, or marketing.
ASSUMPTION: The Channel Partnerships Manager role is unique in its focus on building and managing a partner ecosystem to drive pipeline, enable partner success, and generate revenue through strategic channel relationships.
📝 Sample Projects
- Identifying and recruiting high-impact partners, such as legal services providers, consultants, or referral/reseller entities
- Building and nurturing deep, trusted relationships with new and existing partners, becoming a go-to resource for Filevine strategy, updates, and enablement
- Delivering effective demos, training, and sales enablement to empower partners to drive opportunities independently
- Collaborating with AEs and PDR to co-sell and close deals through channel partnerships, building joint GTM plans and account mapping initiatives
- Hosting enablement sessions, webinars, and partner roundtables to reinforce relationships and drive activity
ASSUMPTION: These sample projects are illustrative of the types of tasks and responsibilities that may be required for the Channel Partnerships Manager role at Filevine.
❓ Key Questions to Ask During Interview
- What are the key priorities for this role in the first 30, 60, and 90 days?
- How does Filevine support the growth and development of its partnership team members?
- What are the most challenging aspects of managing a high volume of partner relationships, and how does Filevine address these challenges?
- How does Filevine measure the success of its partner ecosystem, and what metrics are most important for this role?
- What opportunities are there for growth and career advancement within the partnership team and the broader organization?
ASSUMPTION: These key questions are designed to help candidates better understand the role, the team, and the organization, and to assess whether the Channel Partnerships Manager role is the right fit for their career goals and aspirations.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to emphasize skills and experiences that match the required and preferred qualifications
- Prepare for behavioral interview questions that focus on your ability to manage relationships, drive revenue growth, and collaborate with cross-functional teams
- If selected for an interview, be prepared to discuss your experience with channel partnerships, B2B sales, or partner management in SaaS, as well as your passion for legal technology and ecosystem-driven growth
- Follow up with the hiring manager one week after submitting your application to inquire about the status of your application
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
