Channel Partner Manager, EMEA

About Glean:

Founded in 2019 Glean is an innovative AI-powered knowledge management platform designed to help organizations quickly find organize and share information across their teams. By integrating seamlessly with tools like Google Drive Slack and Microsoft Teams Glean ensures employees can access the right knowledge at the right time boosting productivity and collaboration. The companys cutting-edge AI technology simplifies knowledge discovery making it faster and more efficient for teams to leverage their collective intelligence.

Glean was born from Founder & CEO Arvind Jains deep understanding of the challenges employees face in finding and understanding information at work. Seeing firsthand how fragmented knowledge and sprawling SaaS tools made it difficult to stay productive he set out to build a better way - an AI-powered enterprise search platform that helps people quickly and intuitively access the information they need. Since then Glean has evolved into the leading Work AI platform combining enterprise-grade search an AI assistant and powerful application- and agent-building capabilities to fundamentally redefine how employees work.

About the Role:

Gleans global partnerships team is responsible for building a partner ecosystem to deliver and scale a best-in-class customer experience with the worlds leading AI-powered work assistant. As a founding member of the EMEA team you will be a key player in driving our partnership priorities across the generative AI landscape by building deep relationships with the best Channel Cloud GSI and ISV partners in the enterprise search and knowledge management categories. You will be responsible for strategically planning and delivering cross-functional strategies to achieve sales and partnership goals primarily with our EMEA VARs and Resellers as well as our Cloud GSI and ISV partners. You will partner with cross-functional teams in Product Engineering and Go-To-Market to execute 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.

You will:

• Strategic Partnerships: Develop and manage our GTM execution with EMEA VAR and Reseller 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 co-sell 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 EMEA 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.
• Go-to-Market Strategy: Collaborate with partners to develop and execute joint go-to-market plans including joint product development co-sell campaigns marketing activities and customer engagements.
• Cross-Functional 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 partner-driven 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 data-driven 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.

About you:

• A strategic and structured thinker who enjoys building new processes relationships and revenue streams while setting and driving towards long-term goals
• Resourceful and creative in order to effectively and efficiently build new processes and improve existing ones
• Collaborative and eager to develop partner relationships and execute cross-functional teamwork in person or virtually
• 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:

• 10 years of industry experience within partnerships/alliances primarily in a sales capacity
• 5 years of direct sales/channel sales experience within the data cloud or SaaS space
• Ability to travel internationally up to 25% of the time
• Bachelors degree with MBA preferred.

Compensation & Benefits:

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. Were 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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