Partner Manager, Southern California
$230,000–$300,000 year
Remote
Job Summary
Build and maintain executive and working-level relationships across key partnerships to translate into measurable sourced and influenced pipeline growth. Educate and coach the Glean Sales teams on scaling with partners, while defining and operationalizing co-selling and co-delivery motions aligned with field priorities. Develop repeatable plays for sourcing new opportunities, including campaigns, events, account mapping, and outbound motions, maintaining 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.
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, 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
- Background in search, AI, productivity, or enterprise SaaS is required
- 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
- Must be based in Southern California
Desired Qualifications
- 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
- 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
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