Channel Partner Manager (Northeast)

About Glean: Glean is the Work AI platform that helps everyone work smarter with AI. What began as the industry’s most advanced enterprise search has evolved into a full-scale Work AI ecosystem, powering intelligent Search, an AI Assistant, and scalable AI agents on one secure, open platform. With over 100 enterprise SaaS connectors, flexible LLM choice, and robust APIs, Glean gives organizations the infrastructure to govern, scale, and customize AI across their entire business - without vendor lock-in or costly implementation cycles. At its core, Glean is redefining how enterprises find, use, and act on knowledge. Its Enterprise Graph and Personal Knowledge Graph map the relationships between people, content, and activity, delivering deeply personalized, context-aware responses for every employee. This foundation powers Glean’s agentic capabilities - AI agents that automate real work across teams by accessing the industry’s broadest range of data: enterprise and world, structured and unstructured, historical and real-time. The result: measurable business impact through faster onboarding, hours of productivity gained each week, and smarter, safer decisions at every level. Recognized by Fast Company as one of the World’s Most Innovative Companies (Top 10, 2025), by CNBC’s Disruptor 50, Bloomberg’s AI Startups to Watch (2026), Forbes AI 50, and Gartner’s Tech Innovators in Agentic AI, Glean continues to accelerate its global impact. With customers across 50+ industries and 1,000+ employees in more than 25 countries, we’re helping the world’s largest organizations make every employee AI-fluent, and turning the superintelligent enterprise from concept into reality. If you’re excited to shape how the world works, you’ll help build systems used daily across Microsoft Teams, Zoom, ServiceNow, Zendesk, GitHub, and many more - deeply embedded where people get things done. You’ll ship agentic capabilities on an open, extensible stack, with the craft and care required for enterprise trust, as we bring Work AI to every employee, in every company. About the Role As an early member of our global partnerships 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, Reseller, SI, and GSI partners in the enterprise search and knowledge management category. You will be responsible for strategically planning and delivering cross-functional strategies to achieve sales and partnership goals across our current and potential partner portfolio. You will partner with cross-functional teams in Sales, Marketing, and R&D to execute on strategic initiatives, including product, partnership, and marketing launches. The ideal candidate will have a strong business development and sales background along with a track record of building and growing GTM partnerships in an extremely fast moving, high growth environment. Key Responsibilities: Strategic Partnerships: Develop and manage our alliances with VAR, Reseller, SI, and GSI partners, including understanding their business goals, needs, and our joint value proposition. You will also be responsible for creating and driving a co-sell motion; supporting partner marketing and pipeline generation via events and GTM campaigns; and managing deal pipeline. Go-to-Market Strategy: Collaborate with partners to develop and execute joint go-to-market plans, including sales, marketing, and co-selling initiatives. Cross-Functional Collaboration: Work closely with sales, marketing, product, and engineering teams to align partner strategies with company objectives. 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 partner revenue, pipeline, and customer satisfaction, 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. You are: 10+ years of industry experience within partnership/alliances, primarily in a sales capacity 5+ years of direct sales/channel sales/management experience within the data, cloud or SaaS space A strategic and structured thinker who enjoys building new processes, relationships, and revenue streams, while setting and driving towards long-term goals Resourceful and scrappy in order to build new processes and improve existing ones Extroverted, collaborative, and eager to develop partner relationships and execute cross-functional teamwork Thoughtful about strategy and metrics, but also able 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 articulate program progress, and design and document program guidelines for distribution throughout the organization and for external use Comfortable working in remote/distributed environments You will be measured primarily on quota attainment, as well as MBO’s such as # partnerships launched/managed, $ pipeline generated, and successful completion of operational and strategic initiatives, defined and agreed to in advance as clear quarterly goals. Benefits 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 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.