Consulting Partner Manager

Summary

Join Glean, a company building an AI-powered knowledge platform for enterprises, as a Partner Manager. You will develop and manage alliances with GSI and MCF/MBB partners, focusing on strategic direction, recruitment, onboarding, enablement, and joint GTM activities. Responsibilities include identifying and training new partners, managing the deal pipeline, and ensuring successful deal closures. You will work closely with internal teams to align partner strategies with company objectives and establish Glean's GSI/MCF/MBB partnerships strategy globally. This role requires strong interpersonal and communication skills, experience in BD/Partnerships at an Enterprise SaaS company or GSI/MCF/MBB, and a proven track record of building services revenue streams. The position offers competitive compensation and benefits, including medical, vision, and dental coverage, flexible work environment, 401k, and various stipends.

Requirements

• Interpersonal skills
• 5+ years of BD/Partnerships at an Enterprise SaaS company or GSI or MCF/MBB
• Proven track record of building services revenue streams with GSIs and MCF/MBB
• 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 and MCF/MBB partners to understand their business goals, needs, and joint value propositions, and maintain 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 MCF/MBB partners, ensuring they are well-equipped to represent and sell the company's solutions
• Define, Drive, and Support engagement strategies for how Glean engages internal account stakeholders/AEs for GSI (Accenture, Deloitte, Capgemini) account by account engagement
• 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/ MCF/MBB partnerships strategy globally, and manage our North American partnerships

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