GSI Partner Manager, Glean
$250-300k
Office located in Palo Alto, CA
Enterprise search and knowledge management
Be an early applicant
Enterprise search and knowledge management
201-500 employees
Be an early applicant
$250-300k
Office located in Palo Alto, CA
201-500 employees
Company mission
To bring people the knowledge they need to make a difference in the world.
Role
Who you are
- 10+ years of BD/Partnerships at an Enterprise SaaS company or GSI
- Proven track record of building services revenue streams with GSIs
- 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
What the job involves
- Glean is seeking a talented GSI Partner Manager to join our rapidly expanding, venture-backed startup. Glean is the work assistant with intuition.
- Find exactly what you need, right when you need it so you and your team can get big things done. Join our hard-working team and elevate your career. We are professional, creative, passionate, and, most importantly - customer-obsessed
- You will be the leader and primary advisor to our SI and GSI partners, from strategic direction to recruitment, onboarding, enablement, client mapping, solutions design and delivery, to joint GTM and marketing
- You will ensure that SI and GSI partners are equipped to understand and execute the architecture, design, and implementation of Glean within their enterprise architecture, both for themselves and for end customers
- You will be responsible for designing and executing Glean’s global GSI strategy and entrenching our technology in the best-in-class consulting firms, ultimately positioning Glean as the utmost enterprise solution on the market
- Develop and manage alliances with SI and GSI partners, understanding their business goals, needs, and joint value propositions, and maintaining 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 SI and GSI partners, ensuring they are well-equipped to represent and sell the company's solutions
- Ensure that partner-driven projects are delivered successfully and that customers derive value from the solutions provided
- 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 SI and GSI partnerships strategy globally, and manage our North American SI and GSI partnerships
- Manage and derive value from our partner relationships with VC firms and investor networks
- This role reports to our VP of Partnerships
Our take
Glean is an intuitive digital assistant which allows employees to search across all their apps and find the information and tools that they need more quickly.
With so many SaaS apps being used by modern day companies, overwhelm and inefficiency inevitably enter the equation. Glean’s search engine is proving popular for how it unifies and centralizes all these distributed tools and data.
It’s been quite a start to life at Glean, having only emerged from stealth in 2021, it received a $1 Billion valuation in early 2022, thus achieving unicorn status, and has received nearly $400 million in funding so far. The SaaS platform is already used by some major companies including Grammarly, databricks, and Rubrik.
That Glean was co-founded by a quartet with senior experience at Google, Microsoft, Uber, and Facebook stands the company in good stead. However, it’s the fact that its search engine is solving a new, but very real problem in the workplace that’s seen its popularity surge so quickly, which it’s likely to continue to do in the future. Its adaptability to include new AI capabilities to its platform, such as generative AI, has Glean well set to see further growth.
Steph
Company Specialist
Insights
Company
Funding (last 2 of 6 rounds)
Sep 2024
$260m
SERIES E
Feb 2024
$200m
SERIES D
Total funding: $655m
Company benefits
- Medical, dental, and vision for you and yours
- Competitive compensation and stock options
- 401k contribution
- Flexible work (3 days a week in the office), though we believe in folks working where they can be most effective
- Company events, from weekly happy hours to our annual company retreat
- Flexible hours, unlimited PTO, and company-wide winter break shutdown
- Transparent culture
- Learning and development stipend
- Free meals with lunch and dinner options every day
Company values
- One together – We leave our egos behind to forge a trusting, inclusive, and transparent environment
- Customer obsessed – We relentlessly work to solve customer problems and focus on product quality and excellence
- Owners – We take responsibility for our company, product, and culture, leaving things in a better state
- Think big, start small – We dream big and solve hard problems through continuous learning and rapid iteration
- Beyond boundaries – We are eager to learn and grow. We help each other thrive and aren’t afraid to try new things
Company HQ
Evergreen Park, Palo Alto, CA
Articles
Leadership
Arvind Jain
(CEO)Former Engineer at Google and Microsoft. Is the co-founder of high growth startup Rubrik, which delivers data security and operational resilience for enterprises.
Piyush Prahladka
(Software Engineer)Prior to joining the co-founding team at Glean, they worked as a Senior Staff Software Engineer at Google, then as an Engineering Lead at Uber.
Tony Gentilcore
(Product Engineering Lead)Former Developer at At&T and TJC Labs. For ten years, served as a Senior Staff Software Engineer at Google, including a spell as Founder and Tech Lead / Manager of the Chrome Speed Team.
TR Vishwanath
(Engineering Lead)Before co-founding Glean, was a Principal Software Engineer at Facebook after spending eight years at Microsoft as a Software Design Engineer, then Principal Development Lead.
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