Partner Manager
Glean
Partner Manager
Job Description
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.About the Role
Glean is seeking a Partner Manager (India) to build and scale our partner ecosystem across India and APAC, collaborating with Cloud, SI, and VAR partners, while driving co-sell motions, pipeline generation, and joint value propositions that deliver measurable revenue impact. You will work cross-functionally with Sales, Marketing, Product, and Engineering to align partner strategies with company objectives and ensure partner-led customer success.
You will:
- Develop and manage alliances with Cloud, SI, and VAR partners, including defining joint value propositions and driving marketplace listings (as applicable), co-sell motions, partner marketing, and pipeline generation.
- Build and execute joint go-to-market plans with partners, including coordinated sales, marketing, and co-selling initiatives.
- Align cross-functionally with Sales, Marketing, Product, and Engineering to ensure partner strategies map to company and product priorities.
- Drive customer success for partner-sourced and influenced projects to ensure value realization and adoption.
- Track and report partner performance across revenue, pipeline, and satisfaction metrics; make data-driven recommendations to improve outcomes.
- Monitor market trends and competitive activity to identify new partnership opportunities and areas for growth.
- Enable partners by coordinating with Partner Ops + Enablement to deliver training, resources, and ongoing support to effectively sell and implement Glean.
- Support global partnership operations and strategy by contributing to governance, processes, tooling, and analytics that scale across regions.
About you:
- 6+ years in partnerships/alliances with a strong sales orientation within SaaS, data, or cloud; proven track record building and growing GTM partnerships in fast-moving environments.
- 3+ years of direct sales, channel sales, or channel management experience.
- Experience or exposure to GSI and MBB (McKinsey, Bain, BCG) partnerships, including solution building, co-sell, and program governance.
- Strategic, structured thinker; resourceful, collaborative, and metrics-driven; comfortable designing business plans, program guidelines, and tracking program progress.
- Excellent cross-functional leadership and executive communication skills; able to influence without authority and operate across time zones.
- Measured on quota attainment with MBOs such as number of partnerships launched/managed, pipeline generated, and timely completion of operational and strategic initiatives.
Preferred:
- Experience supporting global partnership operations and strategy, including frameworks, processes, and tooling that scale across regions.
- Familiarity with AI/ML or search products, and with data/security considerations in enterprise environments.
Location:
- This role is hybrid (4 days a week in our Bangalore office)
#LI-HYBRID
Locations
- Bangalore,
Salary
Salary details available upon request
320,000 - 500,000 USD / yearly
Source: ai estimated
* This is an estimated range based on market data and may vary based on experience and qualifications.
Skills Required
- partnerships/alliancesintermediate
- sales orientationintermediate
- SaaS, data, or cloudintermediate
- direct salesintermediate
- channel salesintermediate
- channel managementintermediate
- GSI and MBB partnershipsintermediate
- solution buildingintermediate
- co-sellintermediate
- program governanceintermediate
- strategic thinkingintermediate
- structured thinkingintermediate
- resourcefulintermediate
- collaborativeintermediate
- metrics-drivenintermediate
- cross-functional leadershipintermediate
- executive communicationintermediate
- influence without authorityintermediate
- quota attainmentintermediate
Required Qualifications
- 6+ years in partnerships/alliances with a strong sales orientation within SaaS, data, or cloud; proven track record building and growing GTM partnerships in fast-moving environments (experience)
- 3+ years of direct sales, channel sales, or channel management experience (experience)
- Experience or exposure to GSI and MBB (McKinsey, Bain, BCG) partnerships, including solution building, co-sell, and program governance (experience)
- Strategic, structured thinker; resourceful, collaborative, and metrics-driven; comfortable designing business plans, program guidelines, and tracking program progress (experience)
- Excellent cross-functional leadership and executive communication skills; able to influence without authority and operate across time zones (experience)
- Measured on quota attainment with MBOs such as number of partnerships launched/managed, pipeline generated, and timely completion of operational and strategic initiatives (experience)
Preferred Qualifications
- Experience supporting global partnership operations and strategy, including frameworks, processes, and tooling that scale across regions (experience)
- Familiarity with AI/ML or search products, and with data/security considerations in enterprise environments (experience)
Responsibilities
- Develop and manage alliances with Cloud, SI, and VAR partners, including defining joint value propositions and driving marketplace listings (as applicable), co-sell motions, partner marketing, and pipeline generation
- Build and execute joint go-to-market plans with partners, including coordinated sales, marketing, and co-selling initiatives
- Align cross-functionally with Sales, Marketing, Product, and Engineering to ensure partner strategies map to company and product priorities
- Drive customer success for partner-sourced and influenced projects to ensure value realization and adoption
- Track and report partner performance across revenue, pipeline, and satisfaction metrics; make data-driven recommendations to improve outcomes
- Monitor market trends and competitive activity to identify new partnership opportunities and areas for growth
- Enable partners by coordinating with Partner Ops + Enablement to deliver training, resources, and ongoing support to effectively sell and implement Glean
- Support global partnership operations and strategy by contributing to governance, processes, tooling, and analytics that scale across regions
Tags & Categories
Answer 10 quick questions to check your fit for Partner Manager @ Glean.
Related Books and Jobs
Partner Manager
Glean
Partner Manager
Job Description
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.About the Role
Glean is seeking a Partner Manager (India) to build and scale our partner ecosystem across India and APAC, collaborating with Cloud, SI, and VAR partners, while driving co-sell motions, pipeline generation, and joint value propositions that deliver measurable revenue impact. You will work cross-functionally with Sales, Marketing, Product, and Engineering to align partner strategies with company objectives and ensure partner-led customer success.
You will:
- Develop and manage alliances with Cloud, SI, and VAR partners, including defining joint value propositions and driving marketplace listings (as applicable), co-sell motions, partner marketing, and pipeline generation.
- Build and execute joint go-to-market plans with partners, including coordinated sales, marketing, and co-selling initiatives.
- Align cross-functionally with Sales, Marketing, Product, and Engineering to ensure partner strategies map to company and product priorities.
- Drive customer success for partner-sourced and influenced projects to ensure value realization and adoption.
- Track and report partner performance across revenue, pipeline, and satisfaction metrics; make data-driven recommendations to improve outcomes.
- Monitor market trends and competitive activity to identify new partnership opportunities and areas for growth.
- Enable partners by coordinating with Partner Ops + Enablement to deliver training, resources, and ongoing support to effectively sell and implement Glean.
- Support global partnership operations and strategy by contributing to governance, processes, tooling, and analytics that scale across regions.
About you:
- 6+ years in partnerships/alliances with a strong sales orientation within SaaS, data, or cloud; proven track record building and growing GTM partnerships in fast-moving environments.
- 3+ years of direct sales, channel sales, or channel management experience.
- Experience or exposure to GSI and MBB (McKinsey, Bain, BCG) partnerships, including solution building, co-sell, and program governance.
- Strategic, structured thinker; resourceful, collaborative, and metrics-driven; comfortable designing business plans, program guidelines, and tracking program progress.
- Excellent cross-functional leadership and executive communication skills; able to influence without authority and operate across time zones.
- Measured on quota attainment with MBOs such as number of partnerships launched/managed, pipeline generated, and timely completion of operational and strategic initiatives.
Preferred:
- Experience supporting global partnership operations and strategy, including frameworks, processes, and tooling that scale across regions.
- Familiarity with AI/ML or search products, and with data/security considerations in enterprise environments.
Location:
- This role is hybrid (4 days a week in our Bangalore office)
#LI-HYBRID
Locations
- Bangalore,
Salary
Salary details available upon request
320,000 - 500,000 USD / yearly
Source: ai estimated
* This is an estimated range based on market data and may vary based on experience and qualifications.
Skills Required
- partnerships/alliancesintermediate
- sales orientationintermediate
- SaaS, data, or cloudintermediate
- direct salesintermediate
- channel salesintermediate
- channel managementintermediate
- GSI and MBB partnershipsintermediate
- solution buildingintermediate
- co-sellintermediate
- program governanceintermediate
- strategic thinkingintermediate
- structured thinkingintermediate
- resourcefulintermediate
- collaborativeintermediate
- metrics-drivenintermediate
- cross-functional leadershipintermediate
- executive communicationintermediate
- influence without authorityintermediate
- quota attainmentintermediate
Required Qualifications
- 6+ years in partnerships/alliances with a strong sales orientation within SaaS, data, or cloud; proven track record building and growing GTM partnerships in fast-moving environments (experience)
- 3+ years of direct sales, channel sales, or channel management experience (experience)
- Experience or exposure to GSI and MBB (McKinsey, Bain, BCG) partnerships, including solution building, co-sell, and program governance (experience)
- Strategic, structured thinker; resourceful, collaborative, and metrics-driven; comfortable designing business plans, program guidelines, and tracking program progress (experience)
- Excellent cross-functional leadership and executive communication skills; able to influence without authority and operate across time zones (experience)
- Measured on quota attainment with MBOs such as number of partnerships launched/managed, pipeline generated, and timely completion of operational and strategic initiatives (experience)
Preferred Qualifications
- Experience supporting global partnership operations and strategy, including frameworks, processes, and tooling that scale across regions (experience)
- Familiarity with AI/ML or search products, and with data/security considerations in enterprise environments (experience)
Responsibilities
- Develop and manage alliances with Cloud, SI, and VAR partners, including defining joint value propositions and driving marketplace listings (as applicable), co-sell motions, partner marketing, and pipeline generation
- Build and execute joint go-to-market plans with partners, including coordinated sales, marketing, and co-selling initiatives
- Align cross-functionally with Sales, Marketing, Product, and Engineering to ensure partner strategies map to company and product priorities
- Drive customer success for partner-sourced and influenced projects to ensure value realization and adoption
- Track and report partner performance across revenue, pipeline, and satisfaction metrics; make data-driven recommendations to improve outcomes
- Monitor market trends and competitive activity to identify new partnership opportunities and areas for growth
- Enable partners by coordinating with Partner Ops + Enablement to deliver training, resources, and ongoing support to effectively sell and implement Glean
- Support global partnership operations and strategy by contributing to governance, processes, tooling, and analytics that scale across regions
Tags & Categories
Answer 10 quick questions to check your fit for Partner Manager @ Glean.
Related Books and Jobs