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Glean · 1 day ago

National Channel Partner Manager

United States

Full-time

Remote

Mid, Senior Level

4+ years exp

Glean is a Work AI platform that enhances productivity through AI solutions. They are seeking a National Channel Partner Manager to drive partnership strategies, collaborate with cross-functional teams, and ensure successful project delivery with national partners.

Agentic AIArtificial Intelligence (AI)Enterprise SoftwareGenerative AIMachine LearningSearch Engine

Work & Life Balance

Responsibilities

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

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

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

Ensure that partner-driven projects are delivered successfully and that customers derive value from our solutions

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

Stay current on market trends, competitor activities, and emerging technologies to identify new opportunities for partnerships and growth

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

Manage partner application and administration, including the reseller agreement process in collaboration with Legal

Handle deal registration qualification and administration

Qualification

Partnership ManagementGo-to-Market StrategySales ExperienceCloud Service ProvidersChannel RecruitmentCustomer SuccessMarket AnalysisPerformance MonitoringCross-Functional CollaborationProblem SolvingTeam Collaboration

Required

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

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