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Glia is seeking an Ecosystem Partner Manager to own the full lifecycle of partnerships across its growing portfolio of technology partners in the contact center and customer experience space. This role sits on the Alliances & Channels team and serves as the connective tissue between external partners and Glia's internal teams—working with the SVP of Alliances on commercial strategy, Legal on agreements, and Product, Product Marketing, and Sales Enablement on go-to-market execution.
Key responsibilities include leading end-to-end partner onboarding from initial outreach through commercial agreement, contract execution, and joint go-to-market planning. You will structure new partner commercial models (resale, white-label, OEM, referral) and work with Legal to negotiate and finalize terms. You'll build and execute comprehensive launch plans for integrated ecosystem partners, serving as the central project manager across cross-functional teams and driving alignment without direct reporting authority.
The role requires building and maintaining sales enablement resources so internal teams can effectively position and sell each partner integration. You'll develop initial and ongoing enablement plans communicating each partner's value proposition, commercial structure, and processes to the field. You'll establish ongoing communication cadences with established partners, track and maintain active joint deal pipelines for visibility, and serve as the internal deal partner for resold products, connecting reps across organizations and guiding them through commercial nuances.
Required qualifications include 5+ years managing ecosystem or technology partnerships in B2B SaaS, ideally owning relationships end to end. You need proven ability to lead initiatives and hold stakeholders across Sales, Legal, Product, and Marketing accountable without formal authority. Strong commercial and contractual acumen is essential—experience navigating resale, referral, and revenue-share models, plus partnering with Legal on agreement terms. Operational rigor, program and launch management discipline, and technical translation skills (conceptual understanding of software integrations and APIs) are critical. Clear communication with executives, field teams, and external partners is required.
Nice-to-have experience includes background in CCaaS, contact center, or customer experience technology; familiarity with fintech, banking, or credit union software; experience in partner-led or channel sales motions; and CRM-based pipeline management tools like Salesforce or PRM platforms. The role is remote and open to US-based candidates, with up to 30% travel for partner meetings and industry events.
