Channel Partner Manager, Glean
EMEA
More information about location
Enterprise search and knowledge management
Open for applications
Enterprise search and knowledge management
201-500 employees
Open for applications
More information about location
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 a track record of building and growing partnerships in an extremely fast-moving, high-growth environment
- 10+ years of industry experience within partnerships/alliances, primarily in a sales capacity
- 5+ years of direct sales/channel sales experience within the data, cloud, or SaaS space
- Ability to travel internationally up to 25% of the time
- Bachelor’s degree, with MBA preferred
- 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 in person or virtually
- Thoughtful about strategy and metrics, paired with the ability 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 improve partner progress, and communicate effectively both internally and externally
- Comfortable working with globally distributed teams
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
- As a founding member of the EMEA team, you will be a key player in driving our partnership priorities across the generative AI landscape by building deep relationships with the best Channel, Cloud, GSI, and ISV partners in the enterprise search and knowledge management categories
- You will be responsible for strategically planning and delivering cross-functional strategies to achieve sales and partnership goals, primarily with our EMEA VARs and Resellers as well as our Cloud, GSI, and ISV partners
- You will partner with cross-functional teams in Product, Engineering, and Go-To-Market to execute strategic initiatives, including product, partnership, and marketing launches
- Strategic Partnerships: Develop and manage our GTM execution with EMEA VAR and Reseller partners, including understanding their business goals, needs, and our joint value proposition
- 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; and deepen our VAR partnerships by identifying new joint opportunities
- The primary area of ownership for this role is EMEA VAR partners. There will also be heavy involvement with our Cloud, GSI, and ISV partners; all team members must be strong generalists at this time given our team’s and partner program’s maturity
- 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
- 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 net new meetings, opportunities, partner revenue, and partner funnel, 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
Salary benchmarks
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
Company
Funding (last 2 of 6 rounds)
Sep 2024
$260m
SERIES E
Feb 2024
$200m
SERIES D
Total funding: $655m
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 values
- One together – We leave our egos behind to forge a trusting, inclusive, and transparent environment
- Customer obsessed – We relentlessly work to solve customer problems and focus on product quality and excellence
- Owners – We take responsibility for our company, product, and culture, leaving things in a better state
- Think big, start small – We dream big and solve hard problems through continuous learning and rapid iteration
- Beyond boundaries – We are eager to learn and grow. We help each other thrive and aren’t afraid to try new things
Company HQ
Evergreen Park, Palo Alto, CA
Articles
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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