Partner Development Manager, Boutique & RSI Partners
Glean
Sales & Business Development
United States · Remote
Posted on Dec 16, 2025
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 Senior Partner Development Manager to build and scale our ecosystem of boutique and regional system integrator (RSI) partners across the US. You will own the strategy, portfolio, and day‑to‑day execution for this high‑touch partner segment, driving net‑new logo acquisition, vertical expansion, and meaningful partner‑sourced revenue. You’ll identify and recruit the right partners, build executive alignment and joint business plans, activate their sellers with compelling sales plays and co‑marketing, and stay close to live deals. You’ll also use this partner ecosystem as an agile, high‑touch channel to test new verticals and solution plays and help define where Work AI and Glean can win next.
You will:
- 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.
About you:
- 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; experience in Work AI, productivity, collaboration, or major cloud ecosystems (e.g., AWS, GCP, Azure) is a plus.
- 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.
Location:
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This role is remote within the United States.
Compensation & Benefits:
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.
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