Regional 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. Develop and manage alliances with various partners, including VARs, resellers, SIs, and GSIs. Collaborate with cross-functional teams to execute joint go-to-market plans and ensure successful partner-driven projects. Track and report on key performance metrics, making data-driven recommendations for improvements. Stay current on market trends and identify new partnership opportunities. The ideal candidate will have a strong business development and sales background with experience in building and growing GTM partnerships in a fast-paced, high-growth environment.

Requirements

• 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
• 10+ years of industry experience within partnerships/alliances, primarily in a sales capacity
• 5+ years of direct sales/channel sales/management experience within the data, cloud or SaaS space
• #LI-Remote

Responsibilities

• Strategic Partnership Development: 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