Partner Development Manager

7 hours ago

Palo Alto, California, United States Glean Technologies, Inc. Full time
About Glean Technologies, Inc.

We're on a mission to revolutionize the way companies work with knowledge. Our platform is designed to bring all of a company's knowledge together, understand it at a deep level, and provide industry-leading search relevance over it. We're building a system of intelligence for every company in the world.

Our team is comprised of seasoned professionals with a passion for AI and a commitment to making knowledge work faster and more humane. We're backed by some of the Valley's leading venture capitalists and have assembled a world-class team with senior leadership experience at top tech companies.

About the Role

We're seeking a highly skilled Partner Development Manager to join our global partnerships team. As a founding member of this team, you will be a key player in driving our partnerships priorities across the generative AI landscape. Your primary responsibility will be to build deep relationships with the best VAR, Cloud, GSI, and ISV partners in the enterprise search and knowledge management categories.

You will work closely with cross-functional teams in Product, Engineering, and Go-To-Market to execute on strategic initiatives, including product, partnership, and marketing launches. Your ideal candidate will have a strong sales and GTM background, along with a track record of building and growing partnerships in a fast-paced, high-growth environment.

Key Responsibilities:
  • Develop and manage our GTM execution with U.S. and Canadian VAR partners, including understanding their business goals, needs, and our joint value proposition.
  • Drive top of funnel and demand gen activities with partners in conjunction with Glean's internal marketing teams; build and manage a co-sell motion with partners in conjunction with Glean's internal AEs; and deepen our VAR partnerships by identifying new joint opportunities.
  • Collaborate with partners to develop and execute joint go-to-market plans, including joint product development, co-sell campaigns, marketing activities, and customer engagements.
  • Work closely with sales, marketing, product, and engineering teams to align partner strategies with company objectives and execute seamlessly across all functions and operating styles.
  • 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 net new meetings, opportunities, partner revenue, and partner funnel, 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:
  • 6+ years of industry experience within partnership/alliances, primarily in a sales capacity.
  • 3+ years of direct sales/channel sales experience within the data, cloud, or SaaS space.
  • Ability to travel domestically and internationally up to 15% of the time.
  • Bachelor's degree, with MBA preferred.
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.

We're committed to an inclusive and diverse company. We do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.

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