Glean

Partner Manager, Boutique SI/VAR

Glean

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $210,000 - $320,000 per year

About the role

  • Own a focused portfolio of boutique SI/VAR partners end to end.
  • Build and maintain executive and working-level relationships that translate into measurable opportunities.
  • Proactively identify, recruit, and sign net-new boutique partners.
  • Lead the full partner sourcing funnel—prospecting, outreach, qualification, business case, and onboarding.
  • Design and execute data-driven joint GTM and business plans.
  • Define and operationalize co-selling, co-marketing, and co-delivery motions.
  • Enable and coach partner sales, SE, and delivery teams.
  • Build repeatable plays for sourcing new opportunities and maintain visibility into partner pipeline.
  • Work cross-functionally with Sales, SE, Marketing, Operations, and Legal.
  • Embed with sales organization by aligning partners to territories and participating in key deal reviews.

Requirements

  • 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.
  • 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.
  • Strategic operator who can design smart plans and execute them.
  • Strong collaborator with sales to align partners.
  • Excellent communicator and influencer, comfortable presenting to executives and coaching partner sellers.
Benefits
  • Medical, Vision, and Dental coverage
  • Generous time-off policy
  • 401k plan contributions
  • Home office improvement stipend
  • Annual education and wellness stipends
  • Regular company events
  • Healthy lunches provided
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
partner managementbusiness developmentGTM planningco-sellingco-marketingco-deliverypipeline managementdata-driven decision makingrecruitmentqualification
Soft Skills
relationship buildingcollaborationcommunicationinfluencingcoachingstrategic planningstorytellingexecutive presentationproactivityteam leadership