Partner Manager, Boutique SI/VAR

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 Boutique Partner Manager to act as the business owner for a portfolio of high-potential boutique SI/VAR partners that sit between our large GSI relationships and traditional VARs. You’ll be responsible for recruiting, activating, and growing partners who drive meaningful revenue impact—not just managing existing relationships—in a hands-on, results-oriented role that blends partner recruitment, joint GTM strategy, enablement, and opportunity sourcing in tight alignment with our sales organization. This role will be externally posted as Partner Manager focused on boutique SI/VAR partners; we avoid “Partner Development Manager” to keep the emphasis on outcomes vs. pure enablement.

You will:

• Own a focused portfolio of boutique SI/VAR partners end to end, operating with a business-owner mentality to drive pipeline and revenue.

• Build and maintain executive and working-level relationships that translate into measurable sourced and influenced opportunities, not just activity.

• Proactively identify, recruit, and sign net-new boutique partners that are a strong fit for Glean’s ideal partner profile.

• Lead the full partner “sourcing funnel” — prospecting, outreach, qualification, business case, and onboarding.

• Design and execute data-driven joint GTM and business plans with each partner, including targets, ICP focus, motions, and success metrics.

• Define and operationalize co-selling, co-marketing, and co-delivery motions that are realistic for boutique partners and aligned with Glean’s field priorities.

• Enable and coach partner sales, SE, and delivery teams so they know how to position, sell, and deliver Glean—not just who we are.

• Build repeatable plays for sourcing new opportunities (campaigns, events, account mapping, and outbound motions) and maintain clear visibility into partner-sourced and partner-influenced pipeline.

• Work cross-functionally with Sales, SE, Marketing, Operations, and Legal to simplify and scale partner processes (deal registration, approvals, contracts, reporting).

• Embed with the sales organization by aligning partners to territories, participating in key deal reviews and account planning, and ensuring partners feel like an extension of the field team.

About you:

• Outcome- and revenue-oriented partner leader who thinks like a GM/business owner, not just a relationship manager, and is comfortable being accountable for partner-driven pipeline and bookings.

• Proven experience in channel, alliances, partner management, or business development roles in B2B SaaS.

• Demonstrated success recruiting, activating, and growing boutique SI/VAR or similar partners, not just managing inherited relationships.

• Track record of building and executing joint GTM and business plans that result in partner-sourced or partner-influenced revenue.

• Proactive partner recruiter and builder who actively sources, qualifies, and tells a compelling story for why boutique partners should invest in a Glean partnership.

• Strategic and pragmatic operator who can design smart plans and is equally comfortable rolling up their sleeves to execute.

• Strong collaborator with sales, with experience working in tight lockstep with regional leaders and field reps to align partners to territories, accounts, and plays.

• Excellent communicator and influencer, comfortable presenting to executives, negotiating with partner leaders, and coaching partner sellers and SEs.

• Familiarity with GSI and VAR models and comfort operating in a “hybrid” motion between them.

• Background in search, AI, productivity, or enterprise SaaS is a plus.

• Familiarity with modern sales and partner tooling (CRM, PRM, reporting/BI) and comfort navigating evolving tech stacks.

• Able to travel periodically to partners, key accounts, and internal events (e.g., SKOs/GKOs) as needed.

Location:

• This role is remote

Compensation & Benefits:

The OTE (On Target Earnings) range for this position is $210,000 - $320,000 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 offer a comprehensive benefits package including competitive compensation, Medical, Vision, and Dental coverage, generous time-off policy, and the opportunity to contribute to your 401k plan to support your long-term goals. When you join, you'll receive a home office improvement stipend, as well as an annual education and wellness stipends to support your growth and wellbeing. We foster a vibrant company culture through regular events, and provide healthy lunches daily to keep you fueled and focused.

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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