National Channel Partner Manager, Glean
Enterprise search and knowledge management
Posted today
Enterprise search and knowledge management
201-500 employees
Posted today
201-500 employees
Company mission
To bring people the knowledge they need to make a difference in the world.
Role
Who you are
- 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
- Build and manage a co-sell motion with partners in conjunction with Glean’s internal AEs.Deepen our VAR partnerships by identifying new joint opportunitie
- 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
- 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
What the job involves
- 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
- 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
- Drive 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
- 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 stakeholder
- 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
Our take
Glean is an intuitive digital assistant which allows employees to search across all their apps and find the information and tools that they need more quickly.
With so many SaaS apps being used by modern day companies, overwhelm and inefficiency inevitably enter the equation. Glean’s search engine is proving popular for how it unifies and centralizes all these distributed tools and data.
It’s been quite a start to life at Glean, having only emerged from stealth in 2021, it received a $1 Billion valuation in early 2022, thus achieving unicorn status, and has received nearly $400 million in funding so far. The SaaS platform is already used by some major companies including Grammarly, databricks, and Rubrik.
That Glean was co-founded by a quartet with senior experience at Google, Microsoft, Uber, and Facebook stands the company in good stead. However, it’s the fact that its search engine is solving a new, but very real problem in the workplace that’s seen its popularity surge so quickly, which it’s likely to continue to do in the future. Its adaptability to include new AI capabilities to its platform, such as generative AI, has Glean well set to see further growth.
Steph
Company Specialist at Welcome to the Jungle
Insights
44% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Jun 2025
$150m
SERIES F
Sep 2024
$260m
SERIES E
Total funding: $805m
Company benefits
- Medical, dental, and vision for you and yours
- Competitive compensation and stock options
- 401k contribution
- Flexible work (3 days a week in the office), though we believe in folks working where they can be most effective
- Company events, from weekly happy hours to our annual company retreat
- Flexible hours, unlimited PTO, and company-wide winter break shutdown
- Transparent culture
- Learning and development stipend
- Free meals with lunch and dinner options every day
Company HQ
Evergreen Park, Palo Alto, CA
Leadership
Arvind Jain
(CEO)Former Engineer at Google and Microsoft. Is the co-founder of high growth startup Rubrik, which delivers data security and operational resilience for enterprises.
Piyush Prahladka
(Software Engineer)Prior to joining the co-founding team at Glean, they worked as a Senior Staff Software Engineer at Google, then as an Engineering Lead at Uber.
Tony Gentilcore
(Product Engineering Lead)Former Developer at At&T and TJC Labs. For ten years, served as a Senior Staff Software Engineer at Google, including a spell as Founder and Tech Lead / Manager of the Chrome Speed Team.
TR Vishwanath
(Engineering Lead)Before co-founding Glean, was a Principal Software Engineer at Facebook after spending eight years at Microsoft as a Software Design Engineer, then Principal Development Lead.
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