Partner Development Manager, Boutique & RSI Partners
Skills
- Partner strategy and ecosystem building
- GTM and co-selling motion design
- Partner recruitment and onboarding
- Pipeline and quota-driven execution
- Salesforce and partner tools familiarity
- Contract negotiation and partnership terms
- Cross-functional stakeholder alignment
- Excellent verbal and written communication
- Willingness to travel within the US
Responsibilities
- Design and own US strategy for boutique and small RSI partners, including target profiles and investment priorities.
- Build and manage a prioritized partner portfolio and regional/vertical heatmap.
- Source, recruit, and onboard high-potential boutique/RSI partners aligned to Glean’s ICP.
- Run structured partner evaluations to prioritize investments.
- Establish executive alignment via QBRs, joint pipeline reviews, and strategic planning.
- Negotiate partner terms and operating models with internal stakeholders.
- Create joint business plans with revenue and pipeline targets, focus accounts, and shared ownership.
- Design repeatable co-selling plays and GTM motions for industry, function, and cloud stacks.
- Activate and enable partner sellers/SEs with messaging, training, and reusable assets; embed in live deals.
- Lead co-marketing and demand-generation programs with partners and measure sourced pipeline.
- Orchestrate partner-involved deals end-to-end and remove friction in registration, pricing, and compensation.
- Maintain partner pipeline hygiene and visibility in Salesforce and partner tools.
- Use partners as listening posts and experimentation labs to inform product, integrations, and services needs.
Education
- Bachelor’s degree or equivalent experience preferred; relevant professional experience accepted
Benefits
- Competitive compensation with potential variable pay and equity
- Medical, vision, and dental coverage
- 401(k) plan with employer contribution options
- Generous time-off policy
- Home office improvement stipend
- Annual education and wellness stipends
- Company events and daily healthy lunches
- Inclusive and diverse workplace
Average salary estimate
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