Partner Manager, Southern California

Glean
Los Angeles
Workplace: RemoteFull timeUSD 230,000 - 300,000 annuallyFunction: Business Development & PartnershipsSkills: ["Outcome-oriented","Revenue-oriented","Strategic thinking","Operator mindset","Communication","Negotiation","Coaching","Cross-functional collaboration","Influencing"]

Build and manage strategic partner relationships in the West Region to drive sourced and influenced pipeline growth and measurable revenue impact. You’ll define and operationalize co-selling and co-delivery motions, recruit and activate SI/VAR-style partners, and create repeatable partner-driven plays (campaigns, events, account mapping, outbound). Partner closely with Sales, SE, Marketing, Operations, and Legal to scale registration, approvals, contracts, MDF, and reporting while embedding into territory planning and deal reviews.

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Glean
Glean
20 hours ago

Partner Manager, Southern California

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Last checked: 3 hours agoStatus: Live

Job Summary

Build and manage strategic partner relationships in the West Region to drive sourced and influenced pipeline growth and measurable revenue impact. You’ll define and operationalize co-selling and co-delivery motions, recruit and activate SI/VAR-style partners, and create repeatable partner-driven plays (campaigns, events, account mapping, outbound). Partner closely with Sales, SE, Marketing, Operations, and Legal to scale registration, approvals, contracts, MDF, and reporting while embedding into territory planning and deal reviews.
Location: Los Angeles
Workplace: Remote
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Manager level

Key Responsibilities

  • •Build and maintain executive and working-level relationships with key partners and aligned sales teams to grow sourced and influenced pipeline.
  • •Educate and coach Sales teams on how to scale revenue growth with partners.
  • •Define and operationalize co-selling and co-delivery motions aligned to Glean field priorities.
  • •Create repeatable plays for sourcing new opportunities and maintain visibility into partner-sourced and partner-influenced pipeline.
  • •Collaborate across Sales, SE, Marketing, Operations, and Legal to simplify and scale partner processes (deal registration, approvals, contracts, MDF, reporting) and embed into territory planning and deal reviews.
Travel: Low travel

Pay and Benefits

Salary: USD 230,000 - 300,000 annually
Perks:MedicalVisionDental401kPaid LeaveHome OfficeLearning BudgetWellness Stipend

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, beyond simply managing relationships.
  • •Track record building and executing joint GTM and business plans that result in partner-sourced or partner-influenced revenue.
  • •Ability to define and operationalize co-selling and co-delivery motions aligned with field priorities.
  • •Background in search, AI, productivity, or enterprise SaaS, and familiarity with CRM/PRM and reporting/BI tools.
Experience:B2B SaaSChannel partnershipsAlliancesSI/VARSearchAIEnterprise software
Skills:Outcome-orientedRevenue-orientedStrategic thinkingOperator mindsetCommunicationNegotiationCoachingCross-functional collaborationInfluencing
Languages:English
Tech Stack:CRMPRMReportingBILLMsAI agentsEnterprise search

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