Partner Manager, Bay Area
$260,000–$320,000 year
HybridSan Francisco, California, United States
Job Summary
Build and maintain executive and working-level relationships across key partnerships to translate them into measurable sourced and influenced pipeline growth. Educate and coach Glean sales teams on scaling revenue through partners while defining co-selling and co-delivery motions aligned with field priorities. Develop repeatable plays for sourcing new opportunities, including campaigns, events, and account mapping, ensuring clear visibility into partner-sourced pipeline. Work cross-functionally with Sales, SE, Marketing, Operations, and Legal to simplify processes like deal registration, approvals, contracts, and reporting. Embed with the sales organization by aligning partners to territories, participating in key deal reviews, and ensuring partners feel like an extension of the field teams.
Required Qualifications
- 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
- Track record of building and executing joint GTM and business plans that result in partner-sourced or partner-influenced revenue
- Background in search, AI, productivity, or enterprise SaaS
- Familiarity with modern sales and partner tooling, including CRM, PRM, and reporting/BI tools
- Able to travel periodically to partners, key accounts, and internal events, including SKOs and GKOs, as needed
- Outcome- and revenue-oriented partner leader who thinks like a GM/business owner
- Comfortable being accountable for partner-driven pipeline and bookings
- 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
- AI fluency to integrate AI into everyday work
- Completion of a brief AI-focused exercise or discussion demonstrating how the candidate thinks about, designs, and uses AI to drive impact
Desired Qualifications
- Prior Glean experience
Hiring someone like this?
Get your role in front of qualified candidates on Sorce.