Full-Time

Channel Manager

Posted on 6/18/2024

Glean

Glean

1,001-5,000 employees

AI-powered search tool for workplace productivity

No salary listed

Senior

Palo Alto, CA, USA

The role involves partnerships primarily with U.S. and Canadian VARs, indicating a focus on these regions.

Category
Strategic Account Management
Sales & Account Management
Required Skills
Sales
Marketing
Requirements
  • 6+ years of industry experience within partnership/alliances, primarily in a sales capacity
  • 3+ years of direct sales/channel sales experience within the data, cloud, or SaaS space
  • Ability to travel domestically and internationally up to 15% of the time
  • Bachelor’s degree, with MBA preferred.
Responsibilities
  • Develop and manage our GTM execution with U.S. and Canadian VAR partners, including understanding their business goals, needs, and our joint value proposition.
  • 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; and deepen our VAR partnerships by identifying new joint opportunities.
  • 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 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 net new meetings, opportunities, partner revenue, and partner funnel, and make data-driven recommendations for improvements.
  • Stay current on market trends, competitor activities, and emerging technologies to identify new opportunities for partnerships and growth.
  • Work with our Partner Ops + Enablement team to ensure that our partners have the necessary training, resources, and support to effectively sell and implement our product.
Desired Qualifications
  • A strategic and structured thinker who enjoys building new processes, relationships, and revenue streams, while setting and driving towards long-term goals
  • Resourceful and creative in order to effectively and efficiently build new processes and improve existing ones
  • Extroverted, collaborative, and eager to develop partner relationships and execute cross-functional teamwork
  • Thoughtful about strategy and metrics, paired with the ability to hustle and execute
  • Knowledgeable about the enterprise SaaS sales motion and how to make partners successful in replicating that when selling Glean
  • Able to design and present business plans, track and improve partner progress, and communicate effectively both internally and externally
  • Comfortable working with globally distributed teams

Glean enhances workplace productivity by providing an AI-powered search tool that works across all applications within a company. This tool utilizes deep learning-based Language Models to understand natural language queries, allowing users to find information more easily. It continuously learns from the unique language and context of each company, improving search results without manual adjustments. Additionally, Glean offers a chat assistant that provides answers, analyses, and summaries from various company documents and communications, further increasing efficiency. Glean operates on a subscription-based model, with options for hosting that comply with client data and security policies. The goal of Glean is to streamline information retrieval and boost engagement in the workplace.

Company Size

1,001-5,000

Company Stage

Series F

Total Funding

$805M

Headquarters

Palo Alto, California

Founded

2019

Simplify Jobs

Simplify's Take

What believers are saying

  • Glean raised $150M in Series F, reaching a $7.2B valuation in 2023.
  • Partnership with SnapLogic aligns with AI and workflow automation integration trends.
  • Expansion strategy supported by funding aims to capture emerging markets and diversify revenue.

What critics are saying

  • Rapid AI development may increase competition, eroding Glean's market share.
  • Reliance on LLMs may lead to biased search results, affecting user trust.
  • International expansion may face challenges due to varying data privacy regulations.

What makes Glean unique

  • Glean's AI search tool integrates with Slack and Microsoft Teams for enhanced utility.
  • The platform uses retrieval-augmented generation for accurate, contextually relevant responses.
  • Glean offers on-premises solutions with Dell, addressing secure, scalable AI demands.

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Benefits

Healthcare - Happy and healthy go together. We cover medical, dental, and vision for you and yours.

Competitive compensation - Have a real stake in your job and your future with competitive stock options.

401(k) - We make it easy to save for the future today by contributing to a 401k.

Flexible work - We work 3 days a week in the office, though we believe in folks working where they can be most effective.

Company events - We work hard and play hard - from weekly happy hours to our annual company retreat.

Unlimited PTO - Flexible hours, PTO, company-wide summer and winter break shutdown

Transparent culture - By default we keep things open and accessible so we can make better decisions together, faster.

Learning and development - We offer a learning stipend to help you grow and achieve your goals.

Free meals - With lunch and dinner options every day, no need to work while you’re hungry.

Growth & Insights and Company News

Headcount

6 month growth

↑ 1%

1 year growth

↑ 0%

2 year growth

↓ -1%
Business Wire
Jun 11th, 2025
Glean Raises $150M Series F at $7.2B Valuation to Accelerate Enterprise AI Agent Innovation Globally

Work AI leader Glean today announced it raised $150 million in Series F financing, bringing its valuation to $7.2 billion. The round was led by Wellington Ma...

36Kr
Jun 11th, 2025
Glean valued at $7.2B in funding

AI startup Glean announced on Tuesday that its valuation has surged to $7.2 billion following its latest funding round. This marks the third funding round for the U.S.-based enterprise AI search startup in less than two years, with a valuation increase of nearly 57%. This growth highlights strong investor interest in startups leveraging AI applications. In the previous funding round in September last year, Glean's valuation more than doubled in just over six months.

Crunchbase
Jun 10th, 2025
AI-Powered Work Assistant Glean Lands $150M at $7.2B Valuation - 9 Months After Last Raise

Enterprise AI startup Glean announced Tuesday that it has raised $150 million in Series F funding at a $7.2 billion valuation.

Lumi News
Jun 10th, 2025
Glean Valued at $7.2B in Fundraise

Glean, a U.S. enterprise AI search startup, announced a valuation of $7.2 billion following its latest funding round. This marks the company's third capital raise in under two years and represents a nearly 57% increase in valuation, highlighting strong investor interest in AI-driven startups.

TechCrunch
Jun 10th, 2025
Enterprise AI startup Glean lands a $7.2B valuation

Enterprise AI company Glean announced on Tuesday that it has raised a $150 million Series F led by Wellington Management at a $7.2 billion valuation.

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