Sr. Cloud Partner Sales Manager

Glean

4h • $210,000 - $320,000 • Remote

About The Position

Glean is seeking a Sr Cloud Partner Sales Manager – Americas (AWS & GCP) to own how we do business with AWS and Google Cloud across the Americas. In this role, you will be the field GTM lead for CSP partnerships—driving partner‑sourced and partner‑influenced pipeline, co‑selling with cloud providers, and using marketplaces and funding programs to accelerate AI adoption and revenue.

Requirements

• 5–10+ years in B2B SaaS in partner sales, alliances, or field sales, including 3–5+ years focused on cloud alliances, CSP partner sales, or marketplace GTM (AWS, GCP, and/or Azure).
• Proven track record running CSP co‑sell motions: account mapping, rep‑to‑rep alignment, joint pipeline reviews, and closing complex enterprise deals.
• Hands‑on experience with at least one cloud marketplace (AWS or GCP) across private offers, billing/commercial models, and multi‑stakeholder execution.
• Working knowledge of CSP funding programs and how to use them to unlock pilots and expansions while protecting economics.
• Strong sales and commercial skills: comfortable with value, pricing, and TCO; able to connect Glean’s Work AI platform to cloud consumption and business outcomes.
• Strategic, structured, and process‑oriented operator who is happy to roll up your sleeves to build new motions and revenue streams.
• Highly collaborative and relationship‑driven; experienced working across Sales, Marketing, Product, Operations, Finance, and Legal.
• Ability to travel ~10–20% across the Americas and occasionally to Glean offices/events.

Nice To Haves

• Prior CSP Partner Sales / Development Manager experience at AWS, GCP, or Azure—or CSP‑aligned alliances at a high‑growth SaaS company—is a strong plus.
• Multi‑cloud experience (AWS and GCP strongly preferred; Azure a plus) and judgment on where each is most strategic.
• Familiarity with ACE, Partner Advantage, Partner Center, and related co‑sell/funding workflows.
• Experience working closely with technical pre‑sales / SE teams and scaling repeatable patterns into field guidance.
• Exposure to AI, data, or security products, especially via cloud marketplaces or cloud‑led co‑sell, is a plus.

Responsibilities

• Own CSP partnership performance for the Americas and meet partner‑sourced and partner‑influenced ARR targets across AWS and GCP.
• Serve as the go‑to contact for Glean AEs on co-selling with CSPs.
• Build and iterate joint GTM plans with AWS and GCP, including target accounts, segments, plays, and marketplace priorities for the region.
• Drive account mapping and rep‑to‑rep alignment, running a consistent co‑sell cadence (triads, pipeline reviews, close‑plan sessions).
• Craft joint opportunity strategies that tie Glean’s Work AI platform to cloud consumption, AI adoption, and strategic workloads.
• Lead end‑to‑end AWS Marketplace and GCP Marketplace execution in your region.
• Create and manage private offers from intake (billing IDs, contacts) through configuration, validation, acceptance, and invoicing.
• Secure and operationalize CSP funding for deployments and expansions.
• Coach Glean AEs on when and how to use CSP co‑sell, marketplaces, and funding; be the first stop for CSP‑related questions.
• Drive regular enablement with CSP sellers and Glean sales, anchored on joint wins, reference plays, and repeatable patterns.
• Coordinate with Partner Ops, Deal Desk, RevOps, Finance, and Legal to ensure CSP deals are structured and executed cleanly.
• Maintain high‑quality pipeline data for CSP‑attached opportunities (registrations, marketplace stages, funding) and provide clear, data‑driven guidance on where to focus.
• Help evolve Cloud Alliances SOPs, playbooks, and dashboards for how we “run with the clouds” globally and in the Americas.

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: Mid Level
• Education Level: No Education Listed