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National Channel Partner Manager

New York, Atlanta, Chicago, Detroit, Dallas, Houston, Austin, Denver, LA, San Francisco

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 Glean’s global partnerships team is responsible for building a partner ecosystem to deliver and scale a best-in-class customer experience with the world’s leading AI-powered work assistant. You will be a key player in driving our partnership priorities across the generative AI landscape by building deep relationships with one to three of our top National Partners. You will be responsible for creating and delivering cross-functional strategies that will achieve sales and partnership goals with these partners. You will partner with cross-functional teams in Product, Engineering, and Go-To-Market to execute on strategic initiatives, including sales campaigns, executive alignment, and marketing events. The ideal candidate will have a strong sales and GTM background, along with experience in successfully building partner strategy in an extremely fast moving, high growth environment.

Key Responsibilities:

Strategic Partnerships: Develop and manage our GTM execution with one to three of our top National PartnersDrive top of funnel and demand gen activities with partners in conjunction with Glean’s internal marketing teams.Build and manage a co-sell motion with partners in conjunction with Glean’s internal AEs.Deepen our VAR partnerships by identifying new joint opportunities.Collaborate with the broader partner landscape including our Cloud, GSI, and ISV partners.Execute strategy at a national and regional level for strategic national partners.Work cohesively and efficiently with Glean’s Regional Partner Managers to drive National Partner Strategy through regional execution. Drive and support enablement activities with partner sellers and technical teams, and drive internal enablement with Glean sellers on partner go-to-market and value.Support account mapping activities with national partner sellers and Glean sellers.Go-to-Market Strategy: Collaborate with partners to develop and execute joint go-to-market plans, including joint product development, co-sell campaigns, marketing activities, and customer engagements. Work with partners to develop partner-led insertion points, including joint solution and services offerings.Cross-Functional Collaboration: Work closely with sales, marketing, product, and engineering teams to align partner strategies with company objectives and execute seamlessly across all functions and operating styles.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, opportunities, partner revenue, and partner pipeline, and make data-driven recommendations for improvements. Maintain SFDC hygiene and pipeline management, including partner team forecasting.Conduct regular business reviews with Glean and Partner executive stakeholders. 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 Regional Partner Managers + Partner Engineering team to ensure that our partners have the necessary training, resources, and support to effectively sell and implement our product.Tactical Execution: Manage partner application and administration, including the reseller agreement process in collaboration with Legal. Handle deal registration qualification and administration.

You are:

A strategic and structured thinker who enjoys building new processes, relationships, and revenue streams, while setting and driving towards long-term goals.Resourceful and creative in order to effectively and efficiently build new processes and improve existing ones.Collaborative and eager to develop partner relationships and execute cross-functional teamwork.Thoughtful about strategy and metrics, paired with the ability to execute.Knowledgeable about the enterprise SaaS sales motion and how to make partners successful when selling Glean.Able to design and present business plans, track and improve partner progress, and communicate effectively both internally and externally.Comfortable working with globally distributed teams.Process-oriented, paying attention to the details.A channel influencer, understanding the unique differentiators of channel partners and how to ignite co-sell motions accordingly. A team player; selling is a team sport.

Must have:

6+ years of industry experience within partnership/alliances, primarily in a sales capacity.3+ years of direct sales/channel sales experience within the data, cloud, or SaaS space.Experience in channel recruitment and onboarding.Consistent track record of meeting and exceeding targets.Cloud Service Provider Marketplace experience (AWS, Azure, GCP, etc.).Ability to travel domestically and internationally up to 40% of the time.Bachelor’s degree, with MBA preferred.

 

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