Partner Manager, Boutique SI/VAR at Gleanwork

About Glean: 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 Boutique Partner Manager to act as the business owner for a portfolio of high-potential boutique SI/VAR partners that sit between our large GSI relationships and traditional VARs. You’ll be responsible for recruiting, activating, and growing partners who drive meaningful revenue impact—not just managing existing relationships—in a hands-on, results-oriented role that blends partner recruitment, joint GTM strategy, enablement, and opportunity sourcing in tight alignment with our sales organization. This role will be externally posted as Partner Manager focused on boutique SI/VAR partners; we avoid “Partner Development Manager” to keep the emphasis on outcomes vs. pure enablement. You will: • Own a focused portfolio of boutique SI/VAR partners end to end, operating with a business-owner mentality to drive pipeline and revenue. • Build and maintain executive and working-level relationships that translate into measurable sourced and influenced opportunities, not just activity. • Proactively identify, recruit, and sign net-new boutique partners that are a strong fit for Glean’s ideal partner profile. • Lead the full partner “sourcing funnel” — prospecting, outreach, qualification, business case, and onboarding. • Design and execute data-driven joint GTM and business plans with each partner, including targets, ICP focus, motions, and success metrics. • Define and operationalize co-selling, co-marketing, and co-delivery motions that are realistic for boutique partners and aligned with Glean’s field priorities. • Enable and coach partner sales, SE, and delivery teams so they know how to position, sell, and deliver Glean—not just who we are. • Build repeatable plays for sourcing new opportunities (campaigns, events, account mapping, and outbound motions) and maintain clear visibility into partner-sourced and partner-influenced pipeline. • Work cross-functionally with Sales, SE, Marketing, Operations, and Legal to simplify and scale partner processes (deal registration, approvals, contracts, reporting). • Embed with the sales organization by aligning partners to territories, participating in key deal reviews and account planning, and ensuring partners feel like an extension of the field team. About you: • Outcome- and revenue-oriented partner leader who thinks like a GM/business owner, not just a relationship manager, and is comfortable being accountable for partner-driven pipeline and bookings. • 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, not just managing inherited relationships. • 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 for why boutique partners should invest in a Glean partnership. • Strategic and pragmatic operator who can design smart plans and is equally comfortable rolling up their sleeves to execute. • Strong collaborator with sales, with experience working in tight lockstep with regional leaders and field reps to align partners to territories, accounts, and plays. • Excellent communicator and influencer, comfortable presenting to executives, negotiating with partner leaders, and coaching partner sellers and SEs. • Familiarity with GSI and VAR models and comfort operating in a “hybrid” motion between them. • Background in search, AI, productivity, or enterprise SaaS is a plus. • Familiarity with modern sales and partner tooling (CRM, PRM, reporting/BI) and comfort navigating evolving tech stacks. • Able to travel periodically to partners, key accounts, and internal events (e.g., SKOs/GKOs) as needed. Location: • This role is remote Compensation & Benefits: The OTE (On Target Earnings) range for this position is $210,000 - $320,000 annually. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits. We offer a comprehensive benefits package including competitive compensation, Medical, Vision, and Dental coverage, generous time-off policy, and the opportunity to contribute to your 401k plan to support your long-term goals. When you join, you'll receive a home office improvement stipend, as well as an annual education and wellness stipends to support your growth and wellbeing. We foster a vibrant company culture through regular events, and provide healthy lunches daily to keep you fueled and focused. We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organization. We're committed to an inclusive and diverse company. We do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race. #LI-REMOTE