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Glean Logo Glean · Sales

National Channel Partner Manager

United States · Job Posted January 15, 2026
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Job Description

Glean is seeking a National Channel Partner Manager. Glean’s global partnerships team is responsible for building a partner ecosystem to deliver and scale a best-in-class customer experience with the world’s leading AI-powered work assistant. You will be a key player in driving our partnership priorities across the generative AI landscape by building deep relationships with our top National Partners. You will be responsible for creating and delivering cross-functional strategies that will achieve sales and partnership goals with these partners. You will partner with cross-functional teams in Product, Engineering, and Go-To-Market to execute on strategic initiatives, including sales campaigns, executive alignment, and marketing events. The ideal candidate will be a problem solver with a strong sales and GTM background, along with experience in successfully building partner strategy in an extremely fast-moving, high-growth environment.

Job Responsibility

  • Develop and manage our GTM execution with our top National VAR Partners
  • Build a strategy with each national partner with executive alignment and measurable goals
  • Drive top of funnel and demand gen activities with partners in conjunction with Glean’s internal marketing teams
  • Build and manage a co-sell motion with partners in conjunction with Glean’s internal AEs
  • Deepen our VAR partnerships by identifying new joint opportunities
  • Collaborate with the broader partner landscape including our Cloud, GSI, and ISV partners
  • Execute strategy at a national and regional level for strategic national partners
  • Work cohesively and efficiently with Glean’s Regional Partner Managers to drive National Partner Strategy through regional execution
  • Drive and support enablement activities with partner sellers and technical teams, and drive internal enablement with Glean sellers on partner go-to-market and value
  • Support account mapping activities with national partner sellers and Glean sellers
  • Collaborate with partners to develop and execute joint go-to-market plans, including joint product development, co-sell campaigns, marketing activities, and customer engagements
  • Work with partners to develop partner-led insertion points, including joint solution and services offerings
  • Work closely with sales, marketing, product, and engineering teams to align partner strategies with company objectives and execute seamlessly across all functions and operating styles
  • Ensure that partner-driven projects are delivered successfully and that customers derive value from our solutions
  • Track and report on key performance metrics, such as, opportunities, partner revenue, and partner pipeline, and make data-driven recommendations for improvements
  • Maintain SFDC hygiene and pipeline management, including partner team forecasting
  • Conduct regular business reviews with Glean and Partner executive stakeholders
  • Stay current on market trends, competitor activities, and emerging technologies to identify new opportunities for partnerships and growth
  • Work with our Regional Partner Managers + Partner Engineering team to ensure that our partners have the necessary training, resources, and support to effectively sell and implement our product
  • Where applicable, manage partner application and administration, including the reseller agreement process in collaboration with Legal
  • Handle deal registration qualification and administration

Requirements

  • 4+ years of industry experience within partnerships/alliances, primarily in a sales capacity
  • 2+ years of direct sales/channel sales experience within the data, cloud, or SaaS space
  • Bachelor’s degree, with MBA preferred
  • Experience in channel recruitment and onboarding
  • Consistent track record of meeting and exceeding targets
  • Cloud Service Provider Marketplace experience (AWS, Azure, GCP, etc.)
  • Ability to travel domestically and internationally up to 40% of the time

Nice to have

  • Preferred experience in consulting
  • Preferred experience working with national channel/VAR partners including CDW, SHI, AHEAD, and/or Trace3

What we offer

  • Medical, Vision, and Dental coverage
  • generous time-off policy
  • opportunity to contribute to your 401k plan
  • home office improvement stipend
  • annual education and wellness stipends
  • vibrant company culture through regular events
  • healthy lunches daily
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