Partner Manager, Bay Area

Glean
San Francisco, Mountain View
Workplace: HybridFull timeUSD 260,000 - 320,000 annuallyFunction: Business Development & PartnershipsSkills: ["Communication","Influencing","Negotiation","Coaching","Cross-functional collaboration"]

Build and execute a partner strategy for Glean’s West Region, driving sourced and influenced partner pipeline and bookings. Own executive and working relationships with SI/VAR and similar partners, and coach Sales teams on co-selling and co-delivery motions. Create repeatable partner GTM plays, maintain partner-sourced visibility into pipeline, and collaborate across Sales, SE, Marketing, Operations, and Legal to scale deal processes.

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Glean
Glean
20 hours ago

Partner Manager, Bay Area

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Last checked: 3 hours agoStatus: Live

Job Summary

Build and execute a partner strategy for Glean’s West Region, driving sourced and influenced partner pipeline and bookings. Own executive and working relationships with SI/VAR and similar partners, and coach Sales teams on co-selling and co-delivery motions. Create repeatable partner GTM plays, maintain partner-sourced visibility into pipeline, and collaborate across Sales, SE, Marketing, Operations, and Legal to scale deal processes.
Location: San Francisco, Mountain View
Workplace: Hybrid
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Manager level

Key Responsibilities

  • •Build and maintain executive and working-level partner relationships that translate into sourced and influenced pipeline growth.
  • •Educate and coach Sales teams on scaling revenue growth with partners.
  • •Define and operationalize co-selling and co-delivery motions aligned to field priorities.
  • •Build repeatable plays for sourcing new opportunities and maintain visibility into partner-sourced and partner-influenced pipeline.
  • •Collaborate cross-functionally with Sales, SE, Marketing, Operations, and Legal to simplify and scale partner processes like deal registration, approvals, contracts, and reporting.
Travel: Low travel

Pay and Benefits

Salary: USD 260,000 - 320,000 annually
Perks:Health InsuranceVisionDental401kHome OfficeEducation StipendWellness StipendPaid Leave

Key Requirements

  • •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 building and executing joint GTM and business plans that drive partner-sourced or partner-influenced revenue.
  • •Comfort presenting to executives, negotiating with partner leaders, and coaching partner sellers and SEs.
  • •Background in search, AI, productivity, or enterprise SaaS; familiarity with CRM, PRM, and reporting/BI tools.
Experience:B2B SaaSChannel partnershipsAlliancesSI/VARSearchAIEnterprise SaaS
Skills:CommunicationInfluencingNegotiationCoachingCross-functional collaboration
Languages:English
Tech Stack:CRMPRMReportingBI tools

Company Brief

Glean
Provides an enterprise search and knowledge discovery platform that helps organizations find information across apps, drives, and internal tools, improving employee productivity and onboarding through AI-powered search and relevance ranking.
Industry: Enterprise Software
Company Size: Large (251 to 1,000 employees)
Growth: Scaleup
Headquarters: San Francisco, United States
Founded: 2017
WebsiteLinkedIn