National Channel Partner Manager

Glean is seeking a National Channel Partner Manager. 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 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. The ideal candidate will be a problem solver with a strong sales and GTM background, along with experience in successfully building partner strategy in an extremely fast-moving, high-growth environment.

You will: 

• Strategic Partnerships: Develop and manage our GTM execution with our top National VAR Partners
• Build a strategy with each national partner with executive alignment and measurable goals.
• 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.
• 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 stakeholders.
• 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: Where applicable, manage partner application and administration, including the reseller agreement process in collaboration with Legal. Handle deal registration qualification and administration.

• 4+ years of industry experience within partnerships/alliances, primarily in a sales capacity.2+ years of direct sales/channel sales experience within the data, cloud, or SaaS space.
• Bachelor’s degree, with MBA preferred.
• 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.
• Preferred experience in consulting.
• Preferred experience working with national channel/VAR partners including CDW, SHI, AHEAD, and/or Trace3.
• A strategic and structured problem solver 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 channel/VAR partners successful when selling Glean.
• Experience in designing and presenting business plans, tracking and improve partner progress, and communicate effectively both internally and externally
• A channel influencer, understanding the unique differentiators of channel partners and how to ignite co-sell motions accordingly.
• A collaborative team player with an ability to influence and advise stakeholders 

Location: 

• This role is remote with travel expectations up to 40% of the time

Compensation & Benefits:

Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits.

We offer a comprehensive benefits package including competitive compensation, Medical, Vision, and Dental coverage, generous time-off policy, and the opportunity to contribute to your 401k plan to support your long-term goals. When you join, you'll receive a home office improvement stipend, as well as an annual education and wellness stipends to support your growth and wellbeing. We foster a vibrant company culture through regular events, and provide healthy lunches daily to keep you fueled and focused.

We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organization. We're committed to an inclusive and diverse company. We do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.

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