Channel Partner Manager, Glean
Northeast
AI-based search engine connecting enterprise data
Open for applications
AI-based search engine connecting enterprise data
1001+ employees
Open for applications
1001+ employees
Company mission
To expand human potential to do extraordinary work.
Role
Who you are
- The ideal candidate will have a strong business development and sales background along with a track record of building and growing GTM partnerships in an extremely fast moving, high growth environment
- 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
- 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
- You will be measured primarily on quota attainment, as well as MBO’s such as # partnerships launched/managed, $ pipeline generated, and successful completion of operational and strategic initiatives, defined and agreed to in advance as clear quarterly goals
What the job involves
- As an early member of our global partnerships team, you will be a key player in driving our partnerships priorities across the generative AI landscape by building deep relationships with the best VAR, Reseller, SI, and GSI partners in the enterprise search and knowledge management category
- You will be responsible for strategically planning and delivering cross-functional strategies to achieve sales and partnership goals across our current and potential partner portfolio
- You will partner with cross-functional teams in Sales, Marketing, and R&D to execute on strategic initiatives, including product, partnership, and marketing launches
- Strategic Partnerships: 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
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 emerged from stealth in 2021, it received a $1B valuation in early 2022, thus achieving unicorn status. Since then, the company has gone on to raise substantial funding and bring its valuation up to $7.2B in 2025. With this impressive growth, its secured some big name customers like 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. And 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 HQ
Evergreen Park, Palo Alto, CA
Leadership
Arvind Jain
(Co-Founder & CEO)Former Engineer at Google and Microsoft. Arvind is also the co-founder of high growth startup Rubrik, which delivers data security and operational resilience for enterprises.
TR Vishwanath
(Co-Founder & CTO)Before co-founding Glean, TR 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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