Partner Manager

About Glean

We’re on a mission to make knowledge work faster and more humane. We believe that AI will fundamentally transform how people work. In the future, everyone will work in tandem with expert AI assistants who find knowledge, create and synthesize information, and execute work. These assistants will free people up to focus on the higher-level, creative aspects of their work.

We’re building a system of intelligence for every company in the world. On the surface, you can think of it as Google + ChatGPT for the enterprise. Under the hood, our platform is the connective tissue between AI and knowledge. It brings all of a company’s knowledge together, understands it at a deep level, provides industry-leading search relevance over it, and connects it to generative AI agents and applications.

Glean was founded by a seasoned team of former Google search and Facebook engineers who saw a need in the enterprise space for their technical depth and passion for AI. We’re a diverse team of curious and creative people who want to help each other get big things done—so we can help other teams do the same.

We're backed by some of the Valley's leading venture capitalists—including Sequoia, Kleiner Perkins, Lightspeed, and General Catalyst—and have assembled a world-class team with senior leadership experience at Google, Slack, Facebook, Dropbox, Rubrik, Uber, Intercom, Pinterest, Palantir, and others.

About the Role

As an early member of our global partnerships team, you will be a key player in driving our partnerships priorities across the generative AI landscape by building deep relationships with the best partners in the enterprise search and knowledge management category. You will be responsible for strategically planning and delivering cross-functional strategies to achieve sales and partnership goals across our current and potential partner portfolio. You will partner with cross-functional teams in Sales, Marketing, and R&D to execute on strategic initiatives, including product, partnership, and marketing launches. The ideal candidate will have a strong business development and sales background along with a track record of building and growing GTM partnerships in an extremely fast moving, high growth environment.

What you will do and achieve

• Strategic Partnerships: Develop and manage our alliances with APAC cloud and GSI partners, including understanding their business goals, needs, and our joint value proposition. You will also be responsible for creating and driving a co-sell motion; supporting partner marketing and pipeline generation via events and GTM campaigns; and managing deal pipeline.
• Go-to-Market Strategy: Collaborate with partners to develop and execute joint go-to-market plans, including sales, marketing, and co-selling initiatives.
• Cross-Functional Collaboration: Work closely with sales, marketing, product, and engineering teams to align partner strategies with company objectives.
• Customer Success: Ensure that partner-driven projects are delivered successfully and that customers derive value from our solutions.
• Performance Monitoring: Track and report on key performance metrics, such as partner revenue, pipeline, and customer satisfaction, and make data-driven recommendations for improvements.
• Market Analysis: Stay current on market trends, competitor activities, and emerging technologies to identify new opportunities for partnerships and growth.
• Partner Support and Enablement: Work with our Partner Ops + Enablement team to ensure that our partners have the necessary training, resources, and support to effectively sell and implement our product.

Who you are

• 10+ years of industry experience within partnership/alliances, primarily in a sales capacity
• 5+ years of direct sales/channel sales/management experience within the data, cloud or SaaS space
• A strategic and structured thinker who enjoys building new processes, relationships, and revenue streams, while setting and driving towards long-term goals
• Resourceful and scrappy in order to build new processes and improve existing ones
• Extroverted, collaborative, and eager to develop partner relationships and execute cross-functional teamwork
• Thoughtful about strategy and metrics, but also able to hustle and execute
• Knowledgeable about the enterprise SaaS sales motion and how to make partners successful in replicating that when selling Glean
• Able to design and present business plans, track and articulate program progress, and design and document program guidelines for distribution throughout the organization and for external use
• Comfortable working in remote/distributed environments
• You will be measured primarily on quota attainment, as well as MBO’s such as # partnerships launched/managed, $ pipeline generated, and successful completion of operational and strategic initiatives, defined and agreed to in advance as clear quarterly goals.