GSI Consulting Partner Manager

About Glean:

Founded in 2019, Glean is an innovative AI-powered knowledge management platform designed to help organizations quickly find, organize, and share information across their teams. By integrating seamlessly with tools like Google Drive, Slack, and Microsoft Teams, Glean ensures employees can access the right knowledge at the right time, boosting productivity and collaboration. The company’s cutting-edge AI technology simplifies knowledge discovery, making it faster and more efficient for teams to leverage their collective intelligence.

Glean was born from Founder & CEO Arvind Jain’s deep understanding of the challenges employees face in finding and understanding information at work. Seeing firsthand how fragmented knowledge and sprawling SaaS tools made it difficult to stay productive, he set out to build a better way - an AI-powered enterprise search platform that helps people quickly and intuitively access the information they need. Since then, Glean has evolved into the leading Work AI platform, combining enterprise-grade search, an AI assistant, and powerful application- and agent-building capabilities to fundamentally redefine how employees work.

• Develop and manage alliances with GSI and other consulting partners, deeply understanding their business goals, needs, and joint value propositions while maintaining relationships at the highest executive levels.
• Build and drive a co-sell motion with partners, including account mapping, supporting partner marketing, and generating pipeline via events and integrated GTM campaigns.
• Identify, recruit, and onboard new GSI and consulting partners, ensuring they are enabled to position, sell, and deliver Glean effectively to their enterprise customers.
• Define, drive, and support engagement strategies for how Glean engages internal account stakeholders/AEs for key GSI accounts (e.g., Accenture, Deloitte, Capgemini) on an account-by-account basis.
• Manage and oversee the partner deal pipeline, including deal registration, pipeline management, and coordination to ensure successful deal progression and closure.
• Partner with Partner Operations and Enablement to ensure partners have the training, resources, and support needed to independently sell, implement, and support Glean.
• Develop, operationalize, and iterate on partner programs, including creating partner activity trackers, establishing weekly cadences with managed partners, and driving joint business plans and marketing activities.
• Work closely with Sales, Marketing, Product, and Engineering to align partner strategies with company objectives and ensure partners are tightly integrated into our field motion.
• Establish and scale Glean’s GSI/MCF/MBB partnerships strategy globally while directly managing and growing our North American consulting partnerships.

• Highly desired: Direct experience working with or within major GSIs such as Accenture or Deloitte.
• 5+ years of business development, alliances, or partnerships experience at an enterprise SaaS company, GSI, or leading consulting firm (MCF/MBB).
• Proven track record of building and growing services revenue streams with GSIs and/or MCF/MBB consulting firms, including co-selling and co-delivery motions.
• Strong communication skills with professional presentation and interaction capabilities across executive stakeholders, partners, customers, and internal teams.
• Demonstrated project planning and execution skills, with experience leading complex partner and customer initiatives from strategy through delivery.
• Self-motivated and proactive, with a bias toward action and a service-oriented approach to supporting partners and customers.
• Highly organized and detail-oriented, with the ability to manage multiple partners, initiatives, and deals to completion.
• Data-driven mindset, using metrics and objective measurements to assess partner performance, pipeline health, and opportunities for improvement.

• This role is remote