Consulting Partner Manager

Role Overview

• Develop and manage alliances with GSI and other consulting partners, deeply understanding their business goals, needs, and joint value propositions while maintaining relationships at the highest executive levels.
• Build and drive a co-sell motion with partners, including account mapping, supporting partner marketing, and generating pipeline via events and integrated GTM campaigns.
• Identify, recruit, and onboard new GSI and consulting partners, ensuring they are enabled to position, sell, and deliver Glean effectively to their enterprise customers.
• Define, drive, and support engagement strategies for how Glean engages internal account stakeholders/AEs for key GSI accounts (e.g., Accenture, Deloitte, Capgemini) on an account-by-account basis.
• Manage and oversee the partner deal pipeline, including deal registration, pipeline management, and coordination to ensure successful deal progression and closure.
• Partner with Partner Operations and Enablement to ensure partners have the training, resources, and support needed to independently sell, implement, and support Glean.
• Develop, operationalize, and iterate on partner programs, including creating partner activity trackers, establishing weekly cadences with managed partners, and driving joint business plans and marketing activities.
• Work closely with Sales, Marketing, Product, and Engineering to align partner strategies with company objectives and ensure partners are tightly integrated into our field motion.
• Establish and scale Glean’s GSI/MCF/MBB partnerships strategy globally while directly managing and growing our North American consulting partnerships.

Requirements

• Highly desired: Direct experience working with or within major GSIs such as Accenture or Deloitte.
• 5+ years of business development, alliances, or partnerships experience at an enterprise SaaS company, GSI, or leading consulting firm (MCF/MBB).
• Proven track record of building and growing services revenue streams with GSIs and/or MCF/MBB consulting firms, including co-selling and co-delivery motions.
• Strong communication skills with professional presentation and interaction capabilities across executive stakeholders, partners, customers, and internal teams.
• Demonstrated project planning and execution skills, with experience leading complex partner and customer initiatives from strategy through delivery.
• Self-motivated and proactive, with a bias toward action and a service-oriented approach to supporting partners and customers.
• Highly organized and detail-oriented, with the ability to manage multiple partners, initiatives, and deals to completion.
• Data-driven mindset, using metrics and objective measurements to assess partner performance, pipeline health, and opportunities for improvement.

Benefits

• Medical, Vision, and Dental coverage
• Generous time-off policy
• 401k plan contributions
• Home office improvement stipend
• Annual education and wellness stipends