NAM Partner Manager

2 weeks ago

Palo Alto, California, United States Glean Full time
About Glean

We're on a mission to revolutionize the way knowledge is utilized in the enterprise. Our platform is designed to bring together AI and knowledge, providing a seamless experience for companies to harness the power of intelligence.

As a seasoned team of former Google search and Facebook engineers, we've identified a need in the enterprise space for a platform that can connect AI and knowledge. Our platform is the connective tissue between AI and knowledge, bringing all of a company's knowledge together, understanding it at a deep level, and connecting it to generative AI agents and applications.

About the Role

We're seeking an experienced Partnership Development Manager to join our global partnerships team. As a key player in driving our partnerships priorities across the generative AI landscape, you will be responsible for building deep relationships with AWS/GCP/Azure.

You will develop and manage our alliances with Cloud partners, understanding their business goals, needs, and our joint value proposition. You will also drive the co-sell motion, support partner marketing and pipeline generation via events and GTM campaigns, and manage deal pipeline.

Collaborate with partners to develop and execute joint go-to-market plans, including sales, marketing, and co-selling initiatives. Work closely with sales, marketing, product, and engineering teams to align partner strategies with company objectives.

Ensure that partner-driven projects are delivered successfully and that customers derive value from our solutions. Track and report on key performance metrics, such as partner revenue, pipeline, and customer satisfaction, and make data-driven recommendations for improvements.

Stay current on market trends, competitor activities, and emerging technologies to identify new opportunities for partnerships and growth. Work with our Partner Ops + Enablement team to ensure that our partners have the necessary training, resources, and support to effectively sell and implement our product.

Requirements
  • 4+ years of industry experience within partnership/alliances, primarily in a sales capacity
  • 3+ years of direct sales/channel sales/management experience within the data, cloud or SaaS space
  • A strategic and structured thinker who enjoys building new processes, relationships, and revenue streams, while setting and driving towards long-term goals
  • Resourceful and scrappy in order to build new processes and improve existing ones
  • Extroverted, collaborative, and eager to develop partner relationships and execute cross-functional teamwork
  • Thoughtful about strategy and metrics, but also able to hustle and execute
  • Knowledgeable about the enterprise SaaS sales motion and how to make partners successful in replicating that when selling Glean
  • Able to design and present business plans, track and articulate program progress, and design and document program guidelines for distribution throughout the organization and for external use
What We Offer
  • Competitive compensation
  • Medical, Vision and Dental coverage
  • Flexible work environment and time-off policy
  • 401k
  • Company events
  • A home office improvement stipend when you first join
  • Annual education stipend
  • Wellness stipend
  • Healthy lunches and dinners provided daily

The OTE range for this position is $180,000-$220,000 annually. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits.

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