Channel Manager- West
Channel Manager- West
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$ 250000 - 285000
1 Vacancy
Job Description
Were 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 higherlevel creative aspects of their work.
Were 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 companys knowledge together understands it at a deep level provides industryleading search relevance over it and connects it to generative AI agents and applications.Gleanwas 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. Were a diverse team of curious and creative people who want to help each other get big things doneso we can help other teams do the same.
Were backed by some of the Valleys leading venture capitalistsincluding Sequoia Kleiner Perkins Lightspeed and General Catalystand have assembled a worldclass team with senior leadership experience at Google Slack Facebook Dropbox Rubrik Uber Intercom Pinterest Palantir and others.About the Role
Gleans global partnerships team is responsible for building a partner ecosystem to deliver and scale a bestinclass customer experience with the worlds leading AIpowered work assistant. As a founding member of this team you will be a key player in driving our partnerships priorities across the generative AI landscape by building deep relationships with the best VAR Cloud GSI and ISV partners in the enterprise search and knowledge management categories. You will be responsible for strategically planning and delivering crossfunctional strategies to achieve sales and partnership goals primarily with our U.S. and Canadian VARs as well as our Cloud GSI and ISV partners. You will partner with crossfunctional teams in Product Engineering and GoToMarket to execute on strategic initiatives including product partnership and marketing launches. The ideal candidate will have a strong sales and GTM background along with a track record of building and growing partnerships in an extremely fast moving high growth environment.
Key Responsibilities:
- Strategic Partnerships: 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 Gleans internal marketing teams; build and manage a cosell motion with partners in conjunction with Gleans internal AEs; and deepen our VAR partnerships by identifying new joint opportunities. The primary area of ownership for this role is our U.S. and Canadian VAR partners. There will also be heavy involvement with our Cloud GSI and ISV partners; all team members must be strong generalists at this time given our teams and partner programs maturity.
- GotoMarket Strategy: Collaborate with partners to develop and execute joint gotomarket plans including joint product development cosell campaigns marketing activities and customer engagements.
- CrossFunctional Collaboration: 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.
- Customer Success: Ensure that partnerdriven projects are delivered successfully and that customers derive value from our solutions.
- Performance Monitoring: Track and report on key performance metrics such as net new meetings opportunities partner revenue and partner funnel and make datadriven recommendations for improvements.
- Market Analysis: Stay current on market trends competitor activities and emerging technologies to identify new opportunities for partnerships and growth.
- Partner Support and Enablement: 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.
You are:
- A strategic and structured thinker who enjoys building new processes relationships and revenue streams while setting and driving towards longterm goals
- Resourceful and creative in order to effectively and efficiently build new processes and improve existing ones
- Extroverted collaborative and eager to develop partner relationships and execute crossfunctional teamwork
- Thoughtful about strategy and metrics paired with the ability 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 improve partner progress and communicate effectively both internally and externally
- Comfortable working with globally distributed teams
Must have:
- 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
- Bachelors degree with MBA preferred.
Benefits
- Benefits
- Competitive compensation
- Medical Vision and Dental coverage
- Flexible work environment and timeoff policy
- 401k
- Company events
- A home office improvement stipend when you first join
- Annual education stipend
- Wellness stipend
- Healthy lunches and dinners provided daily
Required Experience:
Manager
Employment Type
Full-Time
