About Glean
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.
Glean was founded by a seasoned team of former Google search and Facebook engineers who saw a need in the enterprise space for their technical depth and passion for AI. We’re a diverse team of curious and creative people who want to help each other get big things done—so we can help other teams do the same. you will execute a variety of partner initiatives, including strategic direction, recruitment, onboarding, enablement, client mapping, solution design and delivery, as well as joint GTM and marketing activities.
Reporting directly to the Head of GSI/MBB Consulting Partners, you will work in tandem in developing and nurturing our GSI/MCF & MBB partner relationships. Executing a variety of partner initiatives, including strategic direction, recruitment, onboarding, enablement, client mapping, solution design and delivery, as well as joint GTM and marketing activities.
You will ensure GSI/MCF/MBB partners are equipped to understand and execute the architecture, design, and implementation of Glean within their enterprise environments and for their end customers. In this role, you will contribute to the execution of Glean’s global partnership strategy and play a key part in embedding our technology with top-tier consulting firms, helping position Glean as a leading enterprise solution in the market.
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 - 300,000annually. 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.
