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.
About the Role
Glean is seeking a Partner Manager (India) to build and scale our partner ecosystem across India and APAC, collaborating with Cloud, SI, and VAR partners, while driving co-sell motions, pipeline generation, and joint value propositions that deliver measurable revenue impact. You will work cross-functionally with Sales, Marketing, Product, and Engineering to align partner strategies with company objectives and ensure partner-led customer success.
You will:
- Develop and manage alliances with Cloud, SI, and VAR partners, including defining joint value propositions and driving marketplace listings (as applicable), co-sell motions, partner marketing, and pipeline generation.
- Build and execute joint go-to-market plans with partners, including coordinated sales, marketing, and co-selling initiatives.
- Align cross-functionally with Sales, Marketing, Product, and Engineering to ensure partner strategies map to company and product priorities.
- Drive customer success for partner-sourced and influenced projects to ensure value realization and adoption.
- Track and report partner performance across revenue, pipeline, and satisfaction metrics; make data-driven recommendations to improve outcomes.
- Monitor market trends and competitive activity to identify new partnership opportunities and areas for growth.
- Enable partners by coordinating with Partner Ops + Enablement to deliver training, resources, and ongoing support to effectively sell and implement Glean.
- Support global partnership operations and strategy by contributing to governance, processes, tooling, and analytics that scale across regions.
About you:
- 6+ years in partnerships/alliances with a strong sales orientation within SaaS, data, or cloud; proven track record building and growing GTM partnerships in fast-moving environments.
- 3+ years of direct sales, channel sales, or channel management experience.
- Experience or exposure to GSI and MBB (McKinsey, Bain, BCG) partnerships, including solution building, co-sell, and program governance.
- Strategic, structured thinker; resourceful, collaborative, and metrics-driven; comfortable designing business plans, program guidelines, and tracking program progress.
- Excellent cross-functional leadership and executive communication skills; able to influence without authority and operate across time zones.
- Measured on quota attainment with MBOs such as number of partnerships launched/managed, pipeline generated, and timely completion of operational and strategic initiatives.
Preferred:
- Experience supporting global partnership operations and strategy, including frameworks, processes, and tooling that scale across regions.
- Familiarity with AI/ML or search products, and with data/security considerations in enterprise environments.
Location:
- This role is hybrid (4 days a week in our Bangalore office)
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