Partner Manager, Boutique SI/VAR

Glean

5h • $210,000 - $320,000 • Remote

About The Position

Glean is seeking a Boutique Partner Manager to act as the business owner for a portfolio of high-potential boutique SI/VAR partners that sit between our large GSI relationships and traditional VARs. You’ll be responsible for recruiting, activating, and growing partners who drive meaningful revenue impact—not just managing existing relationships—in a hands-on, results-oriented role that blends partner recruitment, joint GTM strategy, enablement, and opportunity sourcing in tight alignment with our sales organization. This role will be externally posted as Partner Manager focused on boutique SI/VAR partners; we avoid “Partner Development Manager” to keep the emphasis on outcomes vs. pure enablement.

Requirements

• Outcome- and revenue-oriented partner leader who thinks like a GM/business owner, not just a relationship manager, and is comfortable being accountable for partner-driven pipeline and bookings.
• Proven experience in channel, alliances, partner management, or business development roles in B2B SaaS.
• Demonstrated success recruiting, activating, and growing boutique SI/VAR or similar partners, not just managing inherited relationships.
• Track record of building and executing joint GTM and business plans that result in partner-sourced or partner-influenced revenue.
• Proactive partner recruiter and builder who actively sources, qualifies, and tells a compelling story for why boutique partners should invest in a Glean partnership.
• Strategic and pragmatic operator who can design smart plans and is equally comfortable rolling up their sleeves to execute.
• Strong collaborator with sales, with experience working in tight lockstep with regional leaders and field reps to align partners to territories, accounts, and plays.
• Excellent communicator and influencer, comfortable presenting to executives, negotiating with partner leaders, and coaching partner sellers and SEs.
• Familiarity with GSI and VAR models and comfort operating in a “hybrid” motion between them.
• Able to travel periodically to partners, key accounts, and internal events (e.g., SKOs/GKOs) as needed.

Nice To Haves

• Background in search, AI, productivity, or enterprise SaaS is a plus.
• Familiarity with modern sales and partner tooling (CRM, PRM, reporting/BI) and comfort navigating evolving tech stacks.

Responsibilities

• Own a focused portfolio of boutique SI/VAR partners end to end, operating with a business-owner mentality to drive pipeline and revenue.
• Build and maintain executive and working-level relationships that translate into measurable sourced and influenced opportunities, not just activity.
• Proactively identify, recruit, and sign net-new boutique partners that are a strong fit for Glean’s ideal partner profile.
• Lead the full partner “sourcing funnel” — prospecting, outreach, qualification, business case, and onboarding.
• Design and execute data-driven joint GTM and business plans with each partner, including targets, ICP focus, motions, and success metrics.
• Define and operationalize co-selling, co-marketing, and co-delivery motions that are realistic for boutique partners and aligned with Glean’s field priorities.
• Enable and coach partner sales, SE, and delivery teams so they know how to position, sell, and deliver Glean—not just who we are.
• Build repeatable plays for sourcing new opportunities (campaigns, events, account mapping, and outbound motions) and maintain clear visibility into partner-sourced and partner-influenced pipeline.
• Work cross-functionally with Sales, SE, Marketing, Operations, and Legal to simplify and scale partner processes (deal registration, approvals, contracts, reporting).
• Embed with the sales organization by aligning partners to territories, participating in key deal reviews and account planning, and ensuring partners feel like an extension of the field team.

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.

What This Job Offers

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