Consulting Partner Manager

Summary

Join Glean, a company building an AI-powered knowledge system for enterprises, as a Global SI Partner Manager. You will develop and manage alliances with Global System Integrator (GSI) partners, focusing on strategic direction, recruitment, onboarding, enablement, and joint go-to-market activities. Responsibilities include identifying and training new partners, ensuring successful project delivery, managing the deal pipeline, and collaborating with internal teams. The ideal candidate possesses 5+ years of experience in BD/Partnerships at an Enterprise SaaS company or GSI, a proven track record of building services revenue streams with GSIs, and strong interpersonal and communication skills. This role reports to the VP of Partnerships and offers competitive compensation and benefits.

Requirements

• Interpersonal skills
• 5+ years of BD/Partnerships at an Enterprise SaaS company or GSI
• Proven track record of building services revenue streams with GSIs
• Communication: professional presentation and interaction skills with partners, customers, and internal teams
• Project planning: plan and execute the implementation of partner and customer projects
• Self-motivated: a proactive approach to delivering service to partners and customers
• Detail-oriented: highly organized and methodical, ensuring all issues are managed to completion
• Data-driven: utilize metrics and objective measurements to assess success and improvement opportunities for customers

Responsibilities

• Develop and manage alliances with GSI partners, understanding their business goals, needs, and joint value propositions, and maintaining relationships at the highest executive levels. This includes creating and driving a co-sell motion, supporting partner marketing, and generating pipeline via events and GTM (Go-To-Market) campaigns
• Identify, recruit, and train new GSI partners, ensuring they are well-equipped to represent and sell the company's solutions
• Ensure that partner-driven projects are delivered successfully and that customers derive value from the solutions provided
• Manage and oversee the deal pipeline, including deal registration, pipeline management, and ensuring successful deal closures
• Work with the Partner Ops and Enablement team to ensure that partners have the necessary training, resources, and support to effectively sell and implement the product
• Develop and operationalize partner programs, including creating partner activity trackers, establishing weekly meeting cadences with managed partners, and driving joint business plans and marketing activities
• Work closely with sales, marketing, product, and engineering teams to align partner strategies with company objectives
• Establish and build Glean’s GSI partnerships strategy globally, and manage our North American GSI partnerships
• Manage and derive value from our partner relationships with VC firms and investor networks

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