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Channel Partner Manager (Northeast)

United States
About Glean:
 
Founded in 2019, Glean is an innovative AI-powered knowledge management platform designed to help organizations quickly find, organize, and share information across their teams. By integrating seamlessly with tools like Google Drive, Slack, and Microsoft Teams, Glean ensures employees can access the right knowledge at the right time, boosting productivity and collaboration. The company’s cutting-edge AI technology simplifies knowledge discovery, making it faster and more efficient for teams to leverage their collective intelligence.
 
Glean was born from Founder & CEO Arvind Jain’s deep understanding of the challenges employees face in finding and understanding information at work. Seeing firsthand how fragmented knowledge and sprawling SaaS tools made it difficult to stay productive, he set out to build a better way - an AI-powered enterprise search platform that helps people quickly and intuitively access the information they need. Since then, Glean has evolved into the leading Work AI platform, combining enterprise-grade search, an AI assistant, and powerful application- and agent-building capabilities to fundamentally redefine how employees work.
 

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 VAR, Reseller, SI, and GSI 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.

Key Responsibilities:

  • Strategic Partnerships: Develop and manage our alliances with VAR, Reseller, SI, 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. 

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.

Benefits

  • Competitive compensation
  • Medical, Vision and Dental coverage
  • Flexible work environment and time-off policy
  • 401k
  • Company events
  • A home office improvement stipend when you first join
  • Annual education stipend
  • Wellness stipend
  • Healthy lunches and dinners provided daily

 

We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organization. We're committed to an inclusive and diverse company. We do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.

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