Offer summary

Qualifications:

5+ years of experience in Business Development or Partnerships within Enterprise SaaS, GSI, or MCF/MBB sectors., Proven success in building revenue streams with GSIs and MCF/MBB partners., Strong interpersonal and communication skills for engaging with partners and internal teams., Highly organized, detail-oriented, and data-driven with project planning experience..

Key responsibilities:

Develop and manage alliances with GSI and MCF/MBB partners, maintaining high-level relationships.

Identify, recruit, and train new partners to effectively sell the company's solutions.

Manage the deal pipeline and oversee successful deal closures.

Collaborate with sales, marketing, and product teams to align partner strategies.

Job description

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.

What you will be doing

Develop and manage alliances with GSI partners and MCF/MBB partners to understand their business goals, needs, and joint value propositions, and maintain relationships at the highest executive levels. This includes creating and driving a co-sell motion, supporting partner marketing, and generating pipeline via events and GTM (Go-To-Market) campaigns.
Identify, recruit, and train new MCF/MBB partners, ensuring they are well-equipped to represent and sell the company's solutions.
Define, Drive, and Support engagement strategies for how Glean engages internal account stakeholders/AEs for GSI (Accenture, Deloitte, Capgemini) account by account engagement.
Manage and oversee the deal pipeline, including deal registration, pipeline management, and ensuring successful deal closures.
Work with the Partner Ops and Enablement team to ensure that partners have the necessary training, resources, and support to effectively sell and implement the product.
Develop and operationalize partner programs, including creating partner activity trackers, establishing weekly meeting cadences with managed partners, and driving joint business plans and marketing activities.
Work closely with sales, marketing, product, and engineering teams to align partner strategies with company objectives.
Establish and build Glean’s GSI/ MCF/MBB partnerships strategy globally, and manage our North American partnerships.
This role reports to our Head of GSI/MBB Consulting Partners.

What we are looking for

Interpersonal skills

5+ years of BD/Partnerships at an Enterprise SaaS company or GSI or MCF/MBB.
Proven track record of building services revenue streams with GSIs and MCF/MBB
Communication: professional presentation and interaction skills with partners, customers, and internal teams
Project planning: plan and execute the implementation of partner and customer projects
Self-motivated: a proactive approach to delivering service to partners and customers
Detail-oriented: highly organized and methodical, ensuring all issues are managed to completion
Data-driven: utilize metrics and objective measurements to assess success and improvement opportunities for customers

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

For California based applicants:

The standard base salary range for this position is $250,000 - 300,000 annually. 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.

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