Partner Manager

Partner Manager (India)

• 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.

• 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)

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