Partner Manager

Summary

Join Glean's global partnerships team as an early member, playing a key role in driving partnerships across the generative AI landscape. You will build strong relationships with Cloud, VAR, Reseller, SI, and GSI partners in ANZ, focusing on enterprise search and knowledge management. Responsibilities include strategic partnership development, go-to-market strategy creation and execution, cross-functional collaboration, customer success, performance monitoring, market analysis, and partner support and enablement. The ideal candidate possesses a strong business development and sales background with a proven track record of building and growing GTM partnerships in a fast-paced, high-growth environment. Success will be measured by quota attainment and key performance indicators (KPIs). This is a remote position.

Requirements

• 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

Responsibilities

• Develop and manage 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
• Collaborate with partners to develop and execute joint go-to-market plans, including sales, marketing, and co-selling initiatives
• Work closely with sales, marketing, product, and engineering teams to align partner strategies with company objectives
• Ensure that partner-driven projects are delivered successfully and that customers derive value from our solutions
• Track and report on key performance metrics, such as partner revenue, pipeline, and customer satisfaction, and make data-driven recommendations for improvements
• Stay current on market trends, competitor activities, and emerging technologies to identify new opportunities for partnerships and growth
• 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

Preferred Qualifications

• 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