Channel Partner Manager, EMEA

1 Month ago • 5-10 Years

Job Summary

Job Description

Glean is seeking a Channel Partner Manager for EMEA to build and scale a partner ecosystem for its AI-powered knowledge management platform. The role involves developing strategic relationships with channel, cloud, GSI, and ISV partners in the enterprise search and knowledge management sectors. Responsibilities include planning and executing cross-functional strategies to meet sales and partnership goals, focusing on EMEA VARs and Resellers. The manager will collaborate with product, engineering, and go-to-market teams on launches and initiatives, drive demand generation with partners, manage co-sell motions, and ensure successful project delivery and customer value. The ideal candidate has a strong sales and go-to-market background with experience in high-growth environments.
Must have:
  • 10+ years in partnerships/alliances, primarily sales.
  • 5+ years direct/channel sales in data, cloud, or SaaS.
  • Ability to travel internationally up to 25%.
  • Bachelor's degree, MBA preferred.
Good to have:
  • Strategic and structured thinker.
  • Resourceful and creative problem-solver.
  • Collaborative and relationship-builder.
  • Thoughtful strategy with execution ability.
  • Knowledgeable about enterprise SaaS sales.
  • Able to design business plans and track progress.
  • Comfortable with globally distributed teams.

Job Details

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 company’s 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 Jain’s 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:

Glean’s global partnerships team is responsible for building a partner ecosystem to deliver and scale a best-in-class customer experience with the world’s 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 Glean’s internal marketing teams; build and manage a co-sell motion with partners in conjunction with Glean’s 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 team’s and partner program’s 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
  • Bachelor’s 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. 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.

#LI-Remote

 

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About The Company

We’re 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 higher-level, creative aspects of their work. We’re 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 company’s knowledge together, understands it at a deep level, provides industry-leading search relevance over it, and connects it to generative AI agents and applications.

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