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Glean is a Work AI platform that combines intelligent search, AI assistants, and scalable AI agents on a secure, open platform. The company serves 1,000+ employees across 50+ industries and 25+ countries, with customers including major enterprises across Microsoft Teams, Zoom, ServiceNow, Zendesk, and GitHub integrations.
As Partner Sales Manager, you will build and manage strategic partnerships to expand Glean's customer reach across Europe. This is a hands-on, results-oriented role reporting into the sales organization, with accountability for partner-driven pipeline and bookings.
Key Responsibilities:
- Build and maintain executive and working-level relationships with key partners and Glean sales teams to drive measurable sourced and influenced pipeline growth
- Educate and coach Glean Sales teams on partner scaling strategies and co-selling approaches
- Define and operationalize co-selling and co-delivery motions aligned with field priorities
- Build repeatable plays for sourcing new opportunities through campaigns, events, account mapping, and outbound motions; maintain clear visibility into partner-sourced and partner-influenced pipeline
- Work cross-functionally with Sales, Solutions Engineering, Marketing, Operations, and Legal to simplify and scale partner processes including deal registration, approvals, contracts, MDF, and reporting
- Embed with the sales organization by aligning partners to territories, participating in deal reviews and account planning, and ensuring partners feel like an extension of Glean field teams
- Travel periodically to partners, key accounts, and internal events (SKOs, GKOs) as needed
Requirements:
- 8+ years of experience in channel, alliances, partner management, or business development roles in B2B SaaS
- Background in search, AI, productivity, or enterprise SaaS required; at least 1-2 years of experience in frontier AI sales, having worked on and delivered AI solution implementation projects either directly with customers or via partners
- Demonstrated success recruiting, activating, and growing SI/VAR or similar partners, not just managing inherited relationships
- German language proficiency strongly preferred to support partnerships and account coverage across DACH markets
- Strong collaborator with sales experience working in alignment with regional leaders and field reps
- Excellent communicator and influencer, comfortable presenting to executives, negotiating with partner leaders, and coaching partner sellers and SEs
- Familiarity with modern sales and partner tooling including CRM, PRM, and reporting/BI tools
- Experience operating across multiple European markets, comfortable navigating different languages, business cultures, and regulatory environments
- Outcome- and revenue-oriented mindset; thinks like a GM/business owner, not just a relationship manager
