National Channel Partner Manager
Glean
full-time
Posted on:
Location Type: Remote
Location: United States
Visit company websiteExplore more
Tech Stack
About the role
- Develop and manage GTM execution with our top National VAR Partners
- Build a strategy with each national partner with executive alignment and measurable goals
- 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
- Deepen our VAR partnerships by identifying new joint opportunities
- Collaborate with the broader partner landscape including our Cloud, GSI, and ISV partners
- Execute strategy at a national and regional level for strategic national partners
- Work cohesively and efficiently with Glean’s Regional Partner Managers to drive National Partner Strategy through regional execution
- Drive and support enablement activities with partner sellers and technical teams
- Support account mapping activities with national partner sellers and Glean sellers
- Collaborate with partners to develop and execute joint go-to-market plans
- Work closely with sales, marketing, product, and engineering teams to align partner strategies with company objectives
Requirements
- 4+ years of industry experience within partnerships/alliances, primarily in a sales capacity
- 2+ years of direct sales/channel sales experience within the data, cloud, or SaaS space
- Bachelor’s degree, with MBA preferred
- Experience in channel recruitment and onboarding
- Consistent track record of meeting and exceeding targets
- Cloud Service Provider Marketplace experience (AWS, Azure, GCP, etc.)
- Ability to travel domestically and internationally up to 40% of the time
- Preferred experience in consulting
- Preferred experience working with national channel/VAR partners including CDW, SHI, AHEAD, and/or Trace3
- A strategic and structured problem solver 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
- Collaborative and eager to develop partner relationships and execute cross-functional teamwork
- Thoughtful about strategy and metrics, paired with the ability to execute
- Knowledgeable about the enterprise SaaS sales motion and how to make channel/VAR partners successful when selling Glean
- Experience in designing and presenting business plans, tracking and improving partner progress, and communicating effectively both internally and externally
- A channel influencer, understanding the unique differentiators of channel partners and how to ignite co-sell motions accordingly
- A collaborative team player with an ability to influence and advise stakeholders
Benefits
- Comprehensive benefits package including competitive compensation
- Medical, Vision, and Dental coverage
- Generous time-off policy
- 401k plan
- Home office improvement stipend
- Annual education and wellness stipends
- Regular events
- Healthy lunches daily
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
channel salespartnershipsdemand generationaccount mappingco-sell motioncloud service provider marketplaceSaaSconsultingbusiness plan designmetrics tracking
Soft skills
strategic problem solvingcollaborationcreativityinfluencingcommunicationrelationship buildingcross-functional teamworkresourcefulnessgoal orientationexecution
Certifications
Bachelor's degreeMBA