Partner Manager, Boutique SI/VAR

About Glean:

Glean is the Work AI platform that helps everyone work smarter with AI. What began as the industry’s most advanced enterprise search has evolved into a full-scale Work AI ecosystem, powering intelligent Search, an AI Assistant, and scalable AI agents on one secure, open platform. With over 100 enterprise SaaS connectors, flexible LLM choice, and robust APIs, Glean gives organizations the infrastructure to govern, scale, and customize AI across their entire business - without vendor lock-in or costly implementation cycles.

At its core, Glean is redefining how enterprises find, use, and act on knowledge. Its Enterprise Graph and Personal Knowledge Graph map the relationships between people, content, and activity, delivering deeply personalized, context-aware responses for every employee. This foundation powers Glean’s agentic capabilities - AI agents that automate real work across teams by accessing the industry’s broadest range of data: enterprise and world, structured and unstructured, historical and real-time. The result: measurable business impact through faster onboarding, hours of productivity gained each week, and smarter, safer decisions at every level.

Recognized by Fast Company as one of the World’s Most Innovative Companies (Top 10, 2025), by CNBC’s Disruptor 50, Bloomberg’s AI Startups to Watch (2026), Forbes AI 50, and Gartner’s Tech Innovators in Agentic AI, Glean continues to accelerate its global impact. With customers across 50+ industries and 1,000+ employees in more than 25 countries, we’re helping the world’s largest organizations make every employee AI-fluent, and turning the superintelligent enterprise from concept into reality.

If you’re excited to shape how the world works, you’ll help build systems used daily across Microsoft Teams, Zoom, ServiceNow, Zendesk, GitHub, and many more - deeply embedded where people get things done. You’ll ship agentic capabilities on an open, extensible stack, with the craft and care required for enterprise trust, as we bring Work AI to every employee, in every company.

• 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.

• 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,