Partner Sales Manager, Southern California

3 days, 21 hours ago
Full-time
Senior
Sales and Business Development
Glean

Glean

Glean is the AI-powered enterprise search and knowledge discovery solution that helps teams find what they need and discover essential information across all company apps, saving time and connecting with insights and people.

Internet Software & Services
11-50
Founded 2019
$155M raised

Description

  • Build and maintain executive and working-level relationships with strategic partners and internal sales teams.
  • Drive measurable partner-sourced and partner-influenced pipeline growth.
  • Educate and coach sales teams on how to scale revenue through the partner ecosystem.
  • Define and operationalize co-selling and co-delivery motions aligned with field priorities.
  • Build repeatable partner-sourcing plays through campaigns, events, account mapping, and outbound motions.
  • Work cross-functionally with Sales, SE, Marketing, Operations, and Legal to streamline partner processes.
  • Support deal registration, approvals, contracts, MDF, and reporting.
  • Align partners to territories and participate in deal reviews and account planning.
  • Ensure partners operate as an extension of the Glean field teams.

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.
  • Track record of building joint GTM and business plans that generate partner-sourced or partner-influenced revenue.
  • Strong collaborator with sales teams and regional field leaders.
  • Excellent communicator and influencer with experience presenting to executives, negotiating with partner leaders, and coaching partner sellers and SEs.
  • Background in search, AI, productivity, or enterprise SaaS required.
  • Familiarity with CRM, PRM, and reporting/BI tools.
  • Comfort working across evolving tech stacks.
  • Able to travel periodically to partners, key accounts, and internal events, including SKOs and GKOs.
  • Must be based in Southern California and work remotely.

Benefits

  • Standard OTE of $230,000 to $300,000 annually.
  • Potential eligibility for variable compensation, equity, and benefits.
  • Medical, vision, and dental coverage.
  • Generous time-off policy.
  • 401(k) plan contribution opportunity.
  • Home office improvement stipend.
  • Annual education and wellness stipends.
  • Healthy lunches and regular company events.

Interested in this position?

Apply directly on the company website

Apply Now

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