Strategic Account Manager, EMEA Law

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 Strategic Account Manager, EMEA Law at iManage Means… As a Strategic Account Manager, EMEA Law, you are the primary commercial relationship owner for a portfolio of the EMEA's most sophisticated Large Law firms who have placed their trust in iManage as their strategic knowledge and document management platform. You are the steward of long-term, high-value client relationships, protecting and growing net revenue retention (NRR), guiding firms through their post-cloud digital transformation journey, and positioning iManage as an indispensable partner to firm leadership, IT, and Knowledge Management. In this role, you also act as a strategic partner and trusted advisor, bringing thought leadership across legal innovation, transformation, and the evolving role of AI within law firms. You will proactively engage senior stakeholders to shape forward-looking strategies, challenge traditional approaches, and identify opportunities to embed intelligent, technology-enabled ways of working that drive competitive advantage. You will operate at the intersection of consultative account management, client success, and commercial growth. In this role, you will work closely with our Professional services, Customer Success, and Partner Ecosystem to ensure every client is maximising the value of their investment, from go-live through the roadmap adoption and beyond. iM Responsible For…

• Owning the commercial health of a portfolio of EMEA Large Law firms, with primary accountability for NRR protection and growth
• Leading annual and multi-year renewal cycles end-to-end - from early engagement and commercial positioning through negotiation and close
• Developing and maintaining deep, multi-threaded relationships across Managing Partners, CIOs, Heads of IT, Knowledge Management leaders, and procurement stakeholders
• Identifying and qualifying expansion opportunities - cross-sell and upsell - within the existing account base through value-led, consultative engagement
• Maintaining a rigorous account business planning discipline, including documented success plans, commercial risk registers, and stakeholder maps for each firm
• Acting as a trusted advisor to clients navigating their post-cloud digital transformation including thought leadership on wider Legal Tech and the impact of AI
• Coordinating proactive client education through structured programmes including lunch-and-learn sessions, go-live transition support, and product roadmap briefings
• Owning the end-to-end QBR process for your portfolio - preparing, facilitating, and following through on commitments to continuously demonstrate and deepen client value
• Partnering with Customer Success, Professional Services (iManage and Partners) to manage complex go-live milestones and ensure seamless adoption across large, multi-office environments
• Running client roadshows and workshops to drive platform awareness, surface adoption gaps, and build internal champions across the firm
• Working closely with iManage's partner ecosystem - including implementation and managed services partners such as Morae and Harbour - to deliver coordinated client outcomes and accelerate adoption of new products and services
• Collaborating with the Channels & Alliances team to align partner-led motions with account strategy and ensure clients receive consistent, high-quality support
• Maintaining accurate pipeline and renewal forecasting in CRM, with a clean, current view of all account-level risks and opportunities
• Navigating enterprise commercial frameworks including multi-year agreements, usage-based pricing conversations, and procurement and legal review processes
• Achieving and exceeding annual NRR and growth targets across the portfolio
• Representing iManage at key industry conferences, firm-hosted events, and partner-led roundtables to strengthen market presence and deepen client relationships, 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 you're encouraged to help shape the culture by bringing your unique perspective, not just by fitting in.
• Providing a market leading salary determined through a fair and consistent process, equitable for all our employees, and regularly reviewed against industry benchmarks.
• Rewarding me with an annual performance-based bonus.
• Providing enhanced parental leave (20 weeks for primary and 10 weeks for secondary caregiver at 100% pay)
• Matching my pension contribution (up to 6%)
• Offering BUPA private medical insurance & a Simplyhealth cash plan to assist with the everyday costs.
• Providing Group life cover, including life insurance, income protection, and critical illness protection.
• Encouraging me to make use of our top-tier flexible time off policy, which includes 25 days of annual leave and the flexibility to take further additional time off as needed
• 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.
  
  8+ years of experience in strategic account management, customer success, or consultative sales within enterprise SaaS or legal technology
• Deep experience managing renewals, expansions, and commercial negotiations with large EMEA law firms
• A demonstrated track record of protecting and growing NRR across complex, multi-stakeholder enterprise accounts
• A consultative, relationship-first approach - equally comfortable in a boardroom with Managing Partners and in a whiteboard session with IT, Innovation, Knowledge Management leaders
• Experience guiding enterprise clients through technology adoption journeys, cloud migrations, or digital transformation programmes
• Proven ability to run structured client success programmes including QBRs, go-live transitions, roadmap engagements, and adoption workshops
• Familiarity with partner-led delivery models and the ability to coordinate across internal teams and external partners to deliver client outcomes
• Strong commercial acumen - you understand the levers that drive retention and expansion, and you build account plans accordingly
• Excellent communication and executive presence - you present with confidence to senior audiences and adapt your style across technical and non-technical stakeholders
• CRM discipline and forecasting accuracy - you keep a clean book and you flag risk early
Bonus Points If I Have…
• Experience selling legal technology, document management, governance, or knowledge platforms
• Experience working with large law firms through partner-led sales motions
• Familiarity with enterprise sales methodologies (e.g., MEDDPICC, Challenger, or Value-Based Selling)
• Experience navigating GDPR, regional compliance, and security scrutiny
• Experience managing cross-border or multi-office firm opportunities
  
  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.