Partner Development Manager, Boutique & RSI Partners
Glean
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteJob Level
Mid-LevelSenior
Tech Stack
Cloud
About the role
- Design and own the US strategy for boutique and small RSI partners
- Build and manage a prioritized partner portfolio and heatmap
- Source, recruit, and onboard high-potential boutique/RSI partners
- Run a structured partner evaluation process
- Establish executive alignment with priority partners
- Negotiate and finalize partner terms and operating models
- Build joint business plans with top partners
- Design and package co-selling plays
- Activate and enable partner sellers and SEs
- Lead co-marketing and demand-generation initiatives
- Orchestrate partner-involved deals end-to-end
- Own partner pipeline hygiene
- Use the boutique/RSI ecosystem as “listening posts” and experimentation labs
Requirements
- 6+ years of experience in channel/alliances, partner development, or enterprise sales in B2B SaaS
- Direct experience working with or within boutique / small RSIs or regional SIs in the US market
- Proven track record of driving partner-sourced revenue and pipeline
- Deep familiarity with enterprise SaaS GTM; experience in Work AI, productivity, collaboration, or major cloud ecosystems is a plus
- Field-oriented and revenue-driven operator
- Comfortable working backward from quota and sourced pipeline goals
- Strategic and structured thinker
- Strong collaborator and communicator
- Proven ability to align cross-functional stakeholders
- Builder mindset and comfort operating in a high-growth environment
- Ability to travel within the US as needed
Benefits
- Medical, Vision, and Dental coverage
- Generous time-off policy
- 401k plan
- Home office improvement stipend
- Annual education and wellness stipends
- Regular events for company culture
- Healthy lunches daily
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
partner developmententerprise salesB2B SaaSpartner-sourced revenuepipeline managementgo-to-market strategyco-marketingdemand generationbusiness planningnegotiation
Soft skills
strategic thinkingstructured thinkingcollaborationcommunicationcross-functional alignmentbuilder mindsetrevenue-drivenhigh-growth adaptabilityexecutive alignmentpartner enablement