Ecosystem Partner Manager

Glia

3d • Remote

About The Position

Glia is seeking an Ecosystem Partner Manager to join their Alliances & Channels team. This role will be responsible for the full lifecycle of Glia's ecosystem partnerships, focusing on technology partners within the contact center and customer experience landscape. The ideal candidate will act as a liaison between Glia and its partners, collaborating with internal teams such as SVP of Alliances on commercial strategy, Legal on agreements, and Product, Product Marketing, and Sales Enablement for market launches. This is a high-ownership, remote position open to candidates across the US, requiring up to 30% travel.

Requirements

• 3 to 5 years managing ecosystem or technology partnerships in a B2B SaaS environment, ideally owning partner relationships end to end.
• Proven ability to lead initiatives and hold stakeholders across Sales, Legal, Product, and Marketing accountable without formal authority.
• Experience navigating commercial structures such as resale, referral, and revenue-share, and partnering with Legal to negotiate agreement terms.
• Strong attention to detail with comfort handling deal support, verifying order forms and pricing configurations, and documenting discount structures.
• Demonstrated success building structured project plans, managing multi-partner pipelines (active, contracting, and inactive), and executing launches that span multiple departments.
• Conceptual understanding of software integrations and APIs, with the ability to bridge conversations between internal product and engineering teams and external partner counterparts.
• Clear, confident communicator with executives, field teams, and external partner stakeholders alike.

Nice To Haves

• Background in CCaaS, contact center, or customer experience technology.
• Familiarity with financial technology, banking, or credit union software.
• Experience in a partner-led or channel sales motion, including supporting reps through co-sell or resell deals.
• Experience with CRM-based pipeline management and partner tooling (e.g., Salesforce, PRM platforms).

Responsibilities

• Lead the end-to-end onboarding lifecycle for ecosystem partners, from initial outreach and fit assessment through commercial agreement, contract execution, and joint go-to-market planning.
• Partner with the SVP of Alliances to structure new partner commercial models (resale, white-label, OEM, referral) and with Legal to review, negotiate, and finalize partner terms and agreements.
• Build and execute comprehensive launch plans for new integrated ecosystem partners, serving as the central project manager across Product, Product Marketing, and Sales Enablement.
• Drive alignment and accountability across cross-functional teams without direct reporting authority to keep milestones on schedule.
• Build and maintain central sales enablement resources so internal teams are fully equipped to position and sell each ecosystem partner.
• Develop initial and ongoing enablement plans that communicate each partner's value proposition, commercial structure, requirements, and processes to the field.
• Establish and manage an ongoing communication cadence with established ecosystem partners.
• Track and maintain active joint deal pipelines for key partners to ensure visibility into opportunities at every stage.
• Serve as the internal deal partner for resold partner products, connecting reps across organizations, guiding them through commercial deal nuances, and overseeing commercial accuracy and process throughout the sales cycle.

Benefits

• Stock options and competitive salary
• Professional development support, including trainings, courses, conferences, and books
• Access to the latest tools and equipment you’ll need
• Sports compensation and reimbursement for therapy and counseling sessions
• Team events, including annual employee awards, internal hackathons, and events ranging from cooking activities to the Glia Olympic Games
• A diverse, international team representing 25 countries

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed