GSI Partner Manager

We’re on a mission to make knowledge work faster and more humane. We believe that AI will fundamentally transform how people work. In the future, everyone will work in tandem with expert AI assistants who find knowledge, create and synthesize information, and execute work. These assistants will free people up to focus on the higher-level, creative aspects of their work.

We’re building a system of intelligence for every company in the world. On the surface, you can think of it as Google + ChatGPT for the enterprise. Under the hood, our platform is the connective tissue between AI and knowledge. It brings all of a company’s knowledge together, understands it at a deep level, provides industry-leading search relevance over it, and connects it to generative AI agents and applications.

Glean was founded by a seasoned team of former Google search and Facebook engineers who saw a need in the enterprise space for their technical depth and passion for AI. We’re a diverse team of curious and creative people who want to help each other get big things done—so we can help other teams do the same. 

We're backed by some of the Valley's leading venture capitalists—including Sequoia, Kleiner Perkins, Lightspeed, and General Catalyst—and have assembled a world-class team with senior leadership experience at Google, Slack, Facebook, Dropbox, Rubrik, Uber, Intercom, Pinterest, Palantir, and others.

Job Description

Glean is seeking a talented GSI Partner Manager to join our rapidly expanding, venture-backed startup.  Glean is the work assistant with intuition. Find exactly what you need, right when you need it so you and your team can get big things done. Join our hard-working team and elevate your career. We are professional, creative, passionate, and, most importantly - customer-obsessed.

You will be the leader and primary advisor to our SI and GSI partners, from strategic direction to recruitment, onboarding, enablement, client mapping, solutions design and delivery, to joint GTM and marketing. You will ensure that SI and GSI partners are equipped to understand and execute the architecture, design, and implementation of Glean within their enterprise architecture, both for themselves and for end customers. You will be responsible for designing and executing Glean’s global GSI strategy and entrenching our technology in the best-in-class consulting firms, ultimately positioning Glean as the utmost enterprise solution on the market. 

What you will be doing

• Develop and manage alliances with SI and GSI partners, understanding their business goals, needs, and joint value propositions, and maintaining relationships at the highest executive levels. This includes creating and driving a co-sell motion, supporting partner marketing, and generating pipeline via events and GTM (Go-To-Market) campaigns.
• Identify, recruit, and train new SI and GSI partners, ensuring they are well-equipped to represent and sell the company's solutions.
• Ensure that partner-driven projects are delivered successfully and that customers derive value from the solutions provided.
• Manage and oversee the deal pipeline, including deal registration, pipeline management, and ensuring successful deal closures.
• Work with the Partner Ops and Enablement team to ensure that partners have the necessary training, resources, and support to effectively sell and implement the product.
• Develop and operationalize partner programs, including creating partner activity trackers, establishing weekly meeting cadences with managed partners, and driving joint business plans and marketing activities.
• Work closely with sales, marketing, product, and engineering teams to align partner strategies with company objectives.
• Establish and build Glean’s SI and GSI partnerships strategy globally, and manage our North American SI and GSI partnerships. 
• Manage and derive value from our partner relationships with VC firms and investor networks.
• This role reports to our VP of Partnerships.

What we are looking for

• Interpersonal skills
  
  • 10+ years of BD/Partnerships at an Enterprise SaaS company or GSI
  • Proven track record of building services revenue streams with GSIs
  • Communication: professional presentation and interaction skills with partners, customers, and internal teams
  • Project planning: plan and execute the implementation of partner and customer projects
  • Self-motivated: a proactive approach to delivering service to partners and customers
  • Detail-oriented: highly organized and methodical, ensuring all issues are managed to completion
  • Data-driven: utilize metrics and objective measurements to assess success and improvement opportunities for customers

Location

• This role is located in our Palo Alto office.

• 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

For California based applicants: 

The standard base salary range for this position is $250,000 - 300,000 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.

We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organization. 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.

How to apply

If you're interested in this role, please submit an application or email jobs@glean.com with your CV / LinkedIn, and a quick blurb on how our mission and values resonate with you.

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Last updated on Aug 21, 2024