[Remote] Partner Development Manager, Boutique & RSI Partners

Note: The job is a remote job and is open to candidates in USA. Glean is a Work AI platform that enhances productivity through intelligent search and AI capabilities. The Senior Partner Development Manager will be responsible for building and scaling partnerships with boutique and regional system integrators across the US, focusing on strategy, execution, and revenue generation. Responsibilities • Design and own the US strategy for boutique and small RSI partners, including target partner profiles, portfolio mix, and investment priorities • Build and manage a prioritized partner portfolio and heatmap by region, vertical, and capability—continually refining where Glean should engage, grow, or exit • Source, recruit, and onboard high‑potential boutique/RSI partners aligned to Glean’s ICP, target verticals, and solution focus areas • Run a structured partner evaluation process (fit, customer base, services capabilities, sales motion, executive sponsorship) to ensure we invest where we can win • Establish executive alignment with priority partners through regular QBRs, joint pipeline reviews, and strategic planning sessions • Negotiate and finalize partner terms and operating models in collaboration with Partnerships, Sales, Legal, Finance, and Partner Ops • Build joint business plans with top partners, including sourced revenue and pipeline targets, focus accounts and verticals, and clear owners and actions on both sides • Design and package co‑selling plays and repeatable GTM motions that Glean AEs and partner sellers can run in the field (by industry, function, and cloud/technology stack) • Activate and enable partner sellers and SEs with clear messaging, training, and reusable assets (pitch decks, talk tracks, playbooks), and embed alongside them in live deals to drive net‑new meetings and qualified opportunities • Lead co‑marketing and demand‑generation initiatives with high‑potential partners (webinars, roundtables, events, vertical campaigns, case studies) and track their contribution to sourced pipeline • Orchestrate partner‑involved deals end‑to‑end—from first intro through close, renewal, and expansion—removing friction in deal registration, pricing, marketplace/reseller workflows, and compensation alignment • Own partner pipeline hygiene, ensuring opportunities are properly registered, tagged, forecasted, and visible in Salesforce and relevant partner tools • Use the boutique/RSI ecosystem as 'listening posts' and experimentation labs for new verticals and solution plays, bringing structured market feedback on product gaps, integrations, and services needs back to Sales, Product, and Marketing Skills • 6+ years of experience in channel/alliances, partner development, or enterprise sales in B2B SaaS, with a strong focus on partner-sourced revenue and pipeline • Direct experience working with or within boutique / small RSIs or regional SIs in the US market, with a deep understanding of how these partners sell, deliver, and build practices • Proven track record of driving partner-sourced revenue and pipeline against clear targets, including building and executing joint business plans, co-selling motions, and co-marketing programs • Deep familiarity with enterprise SaaS GTM • Field-oriented and revenue-driven operator who has personally driven sourced pipeline and closed deals through partners or directly—not just managed programs • Comfortable working backward from quota and sourced pipeline goals, making clear trade-offs on where to focus, and holding both Glean and partners accountable to shared outcomes • Strategic and structured thinker who can design a partner strategy and portfolio—not just manage a static list of partners—and translate it into clear, actionable plans • Strong collaborator and communicator with the executive presence to lead C-level and VP-level conversations on both the partner and Glean sides • Proven ability to align cross-functional stakeholders across Sales, Marketing, Product, Legal, Finance, and Partner Ops to unblock deals and scale programs • Builder mindset and comfort operating in a high-growth, fast-changing environment with evolving processes, tooling, and playbooks—and a bias toward experimenting, learning, and codifying what works into scalable programs • Ability to travel within the US as needed to meet with partners, customers, and internal teams • Experience in Work AI, productivity, collaboration, or major cloud ecosystems (e.g., AWS, GCP, Azure) is a plus Benefits • 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 • Regular events • Healthy lunches daily Company Overview • Glean develops an AI-based search engine software that connects enterprise data and generates answers to improve workplace efficiency. It was founded in 2019, and is headquartered in Palo Alto, California, USA, with a workforce of 501-1000 employees. Its website is Apply tot his job