Partner Manager, Bay Area

Glean•San Francisco, CA

1d•Hybrid

About The Position

Glean is seeking a Partner Sales Manager to build and manage strategic partners to expand Glean’s customer reach in the West Region. This individual will be closely aligned to multiple sales segment teams and be responsible for building and executing the partner strategy to drive meaningful revenue impact—in a hands-on, results-oriented role. You will build and maintain executive and working-level relationships across key partnerships and the Glean sales teams that translate into measurable sourced and influenced pipeline growth. You will educate and coach the Glean Sales teams on the “why” and the “how” of scaling with our revenue growth with partners. You will define and operationalize co-selling and co-delivery motions that are aligned with Glean’s field priorities and designed to scale with the right partners. You will build repeatable plays for sourcing new opportunities, including campaigns, events, account mapping, and outbound motions, and maintain clear visibility into partner-sourced and partner-influenced pipeline. You will work cross-functionally with Sales, SE, Marketing, Operations, and Legal to simplify and scale partner processes such as deal registration, approvals, contracts, MDF and reporting. You will 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 Glean field teams.

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 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 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.
Background in search, AI, productivity, or enterprise SaaS is required.
Familiarity with modern sales and partner tooling, including CRM, PRM, and reporting/BI tools, and comfort navigating evolving tech stacks.
Able to travel periodically to partners, key accounts, and internal events, including SKOs and GKOs, as needed.

Responsibilities

Build and maintain executive and working-level relationships across key partnerships and the Glean sales teams that translate into measurable sourced and influenced pipeline growth
Educate and coach the Glean Sales teams on the “why” and the “how” of scaling with our revenue growth with partners
Define and operationalize co-selling and co-delivery motions that are aligned with Glean’s field priorities and designed to scale with the right partners.
Build repeatable plays for sourcing new opportunities, including 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 such as deal registration, approvals, contracts, MDF and 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 Glean field teams.