PaloAltoRecruiter Since 2001
the smart solution for Palo Alto jobs

Partner Manager (NAMER)

Company: Glean
Location: Palo Alto
Posted on: June 1, 2024

Job Description:

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. 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. -We're backed by some of the Valley's leading venture capitalists-including Sequoia, Kleiner Perkins, Lightspeed, and General Catalyst-and have assembled a world-class team with senior leadership experience at Google, Slack, Facebook, Dropbox, Rubrik, Uber, Intercom, Pinterest, Palantir, and others. About the RoleGlean'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 this team, you will be a key player in driving our partnerships priorities across the generative AI landscape by building deep relationships with the best VAR, 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 U.S. and Canadian VARs 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 on 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.Location: SF (Palo Alto) or NYC, in the office 60% of the time (MWF)Key Responsibilities:

  • Strategic Partnerships: Develop and manage our GTM execution with U.S. and Canadian VAR 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 our U.S. and Canadian 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. -You are:
    • 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
    • Extroverted, collaborative, and eager to develop partner relationships and execute cross-functional teamwork
    • 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 teamsMust have:
      • 6+ years of industry experience within partnership/alliances, primarily in a sales capacity
      • 3+ years of direct sales/channel sales experience within the data, cloud, or SaaS space
      • Ability to travel domestically and internationally up to 15% of the time
      • Bachelor's degree, with MBA preferred.
      • 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 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. For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.As set forth in Glean's Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.Voluntary Self-Identification of Disability Form CC-305 Page 1 of 1 OMB Control Number 1250-0005 Expires 04/30/2026 Voluntary Self-IdentificationFor government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.As set forth in Glean's Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law. Gender Please select Gender Are you Hispanic/Latino? Please select Are you Hispanic/Latino? Race & Ethnicity Definitions If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985. Veteran Status Please select Veteran Status Voluntary Self-Identification of Disability Form CC-305 Page 1 of 1 OMB Control Number 1250-0005 Expires 04/30/2026
        Why are you being asked to complete this form?We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor's Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp .How do you know if you have a disability?A disability is a condition that substantially limits one or more of your "major life activities." If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:
        • Alcohol or other substance use disorder (not currently using drugs illegally)
        • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
        • Blind or low vision
        • Cancer (past or present)
        • Cardiovascular or heart disease
        • Celiac disease
        • Cerebral palsy
        • Deaf or serious difficulty hearing
        • Diabetes
        • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
        • Epilepsy or other seizure disorder
        • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
        • Intellectual or developmental disability
        • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
        • Missing limbs or partially missing limbs
        • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
        • Nervous system condition, for example, migraine headaches, Parkinson's disease, multiple sclerosis (MS)
        • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
        • Partial or complete paralysis (any cause)
        • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
        • Short stature (dwarfism)
        • Traumatic brain injury Disability Status Please select Disability Status PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.
          #J-18808-Ljbffr

Keywords: Glean, Palo Alto , Partner Manager (NAMER), Executive , Palo Alto, California

Click here to apply!

Didn't find what you're looking for? Search again!

I'm looking for
in category
within


Log In or Create An Account

Get the latest California jobs by following @recnetCA on Twitter!

Palo Alto RSS job feeds