Partner Sales Manager (EMEA)
Posted Updated
Description
- Glean is seeking a Partner Sales Manager to build and manage strategic partners to expand Glean’s customer reach in Europe
- This individual will be closely aligned to multiple sales segment teams and be responsible for building and executing the partner strategy to drive meaningful revenue impact—in a hands-on, results-oriented role
- Build and maintain executive and working-level relationships across key partnerships and the Glean sales teams that translate into measurable sourced and influenced pipeline growth
- Educate and coach the Glean Sales teams on the “why” and the “how” of scaling with our revenue growth with partners
- Define and operationalize co-selling and co-delivery motions that are aligned with Glean’s field priorities and designed to scale with the right partners
- Build repeatable plays for sourcing new opportunities, including 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 such as deal registration, approvals, contracts, MDF and 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 Glean field teams
- Excellent communicator and influencer, comfortable presenting to executives, negotiating with partner leaders, and coaching partner sellers and SEs
- Background in search, AI, productivity, or enterprise SaaS is required. With at least 1-2 years of experience in frontier AI sales, having worked on and delivered projects — either directly with customers or via partners — implementing AI solutions
- Able to travel periodically to partners, key accounts, and internal events, including SKOs and GKOs, as needed
- Demonstrated success recruiting, activating, and growing SI/VAR or similar partners, not just managing inherited relationships
- Experience operating across multiple European markets, comfortable navigating different languages, business cultures, and regulatory environments to expand partner coverage
- Familiarity with modern sales and partner tooling, including CRM, PRM, and reporting/BI tools, and comfort navigating evolving tech stacks
- 5-8 years experience in channel, alliances, partner management, or business development roles in B2B SaaS
- Strong collaborator with sales, with experience working in tight lockstep with regional leaders and field reps to align partners to territories, accounts, and plays
- 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
- German language proficiency to support partnerships and account coverage across DACH markets