Channel Partner Manager

Role and Responsibilities

Docufree is seeking an experienced Channel Partner Manager to build and scale our partner ecosystem. This person will recruit and onboard new partners, develop partner training and enablement programs, manage the channel program end to end, and drive co-marketing initiatives that generate partner-sourced pipeline. The role is central to our growth strategy as we expand distribution through a dealer, reseller, referral, and alliance network across our regulated end markets, and it reports to the Chief Revenue Officer.

• Recruit, evaluate, and onboard new channel partners. Dealers, resellers, referral partners, and strategic alliances that align with Docufree’s target markets and growth goals.
• Develop and deliver partner training and enablement programs covering Docufree’s platform and solutions (ScanCloud, DocumentCloud, AutomateCloud) and messaging, so partners can position and sell effectively.
• Own and manage the channel partner program end to end, including partner tiers, agreements, deal registration, incentives, performance tracking, and program governance.
• Design and execute co-marketing initiatives with partners. Leading campaigns, events, webinars, and content to generate partner-sourced pipeline and build awareness.
• Build and maintain strong relationships with partner leadership and field teams, serving as the primary point of contact and internal advocate for each partner.
• Drive partner-sourced revenue and pipeline against quarterly and annual targets, and forecast partner contribution accurately.
• Develop joint business plans with key partners and lead regular partner business reviews.
• Collaborate cross-functionally with direct sales, marketing, sales engineering, and product to align channel activity with company priorities and manage channel conflict.
• Maintain accurate partner records, pipeline, and activity in the CRM (SalesFlow), and report channel program results and ROI to leadership.
• Represent Docufree at partner events, industry conferences, and trade shows as needed.

Qualifications and Education Requirements

• Minimum of 10 years of experience managing a channel or partner program, working directly with resellers, referral partners, and/or strategic alliances.
• Demonstrated track record of recruiting partners and growing partner-sourced revenue and pipeline.
• Experience building partner training, enablement, and co-marketing programs.
• Strong command of channel program mechanics: partner tiers, deal registration, margins and incentives, and program governance.
• Excellent relationship-building, communication, and presentation skills with both partner executives and field teams.
• Proficiency with CRM and partner management tools, with discipline around data accuracy and forecasting.
• Bachelor’s degree in business, marketing, or a related field, or equivalent professional experience.
• Ability to travel up to approximately 30% to partners, events, and company meetings.

Preferred Skills

• Experience in document management, BPaaS, SaaS, AI or technology serving regulated industries such as financial services, government and education (SLED), healthcare, and legal.
• Experience launching or scaling a new or emerging partner or reseller program.
• Familiarity with co-marketing, market development funds (MDF), and partner marketing programs.
• Working knowledge of AI-enabled and automation-driven solutions and how to position them through partners.
• An established network of channel partners or alliances in Docufree’s target markets.

Additional Notes

• This role reports to the Chief Revenue Officer and is a key driver of Docufree’s channel growth strategy.
• Compensation includes a base salary plus a variable incentive tied to partner-sourced revenue and program performance.