Sr. Cloud Partner Sales Manager

Описание вакансии

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 Sr Cloud Partner Sales Manager – Americas (AWS & GCP) to own how we do business with AWS and Google Cloud across the Americas. In this role, you will be the field GTM lead for CSP partnerships—driving partner‑sourced and partner‑influenced pipeline, co‑selling with cloud providers, and using marketplaces and funding programs to accelerate AI adoption and revenue.

You will:

• Own CSP partnership performance for the Americas and meet partner‑sourced and partner‑influenced ARR targets across AWS and GCP.
• Serve as the go‑to contact for Glean AEs on co-selling with CSPs.
• Build and iterate joint GTM plans with AWS and GCP, including target accounts, segments, plays, and marketplace priorities for the region.
• Drive account mapping and rep‑to‑rep alignment, running a consistent co‑sell cadence (triads, pipeline reviews, close‑plan sessions).
• Craft joint opportunity strategies that tie Glean’s Work AI platform to cloud consumption, AI adoption, and strategic workloads.
• Lead end‑to‑end AWS Marketplace and GCP Marketplace execution in your region.
• Create and manage private offers from intake (billing IDs, contacts) through configuration, validation, acceptance, and invoicing.
• Secure and operationalize CSP funding for deployments and expansions.
• Coach Glean AEs on when and how to use CSP co‑sell, marketplaces, and funding; be the first stop for CSP‑related questions.
• Drive regular enablement with CSP sellers and Glean sales, anchored on joint wins, reference plays, and repeatable patterns.
• Coordinate with Partner Ops, Deal Desk, RevOps, Finance, and Legal to ensure CSP deals are structured and executed cleanly.
• Maintain high‑quality pipeline data for CSP‑attached opportunities (registrations, marketplace stages, funding) and provide clear, data‑driven guidance on where to focus.
• Help evolve Cloud Alliances SOPs, playbooks, and dashboards for how we “run with the clouds” globally and in the Americas.

About you:

• 5–10+ years in B2B SaaS in partner sales, alliances, or field sales, including 3–5+ years focused on cloud alliances, CSP partner sales, or marketplace GTM (AWS, GCP, and/or Azure).
• Proven track record running CSP co‑sell motions: account mapping, rep‑to‑rep alignment, joint pipeline reviews, and closing complex enterprise deals.
• Hands‑on experience with at least one cloud marketplace (AWS or GCP) across private offers, billing/commercial models, and multi‑stakeholder execution.
• Working knowledge of CSP funding programs and how to use them to unlock pilots and expansions while protecting economics.
• Strong sales and commercial skills: comfortable with value, pricing, and TCO; able to connect Glean’s Work AI platform to cloud consumption and business outcomes.
• Strategic, structured, and process‑oriented operator who is happy to roll up your sleeves to build new motions and revenue streams.
• Highly collaborative and relationship‑driven; experienced working across Sales, Marketing, Product, Operations, Finance, and Legal.
• Prior CSP Partner Sales / Development Manager experience at AWS, GCP, or Azure—or CSP‑aligned alliances at a high‑growth SaaS company—is a strong plus.
• Multi‑cloud experience (AWS and GCP strongly preferred; Azure a plus) and judgment on where each is most strategic.
• Familiarity with ACE, Partner Advantage, Partner Center, and related co‑sell/funding workflows.
• Experience working closely with technical pre‑sales / SE teams and scaling repeatable patterns into field guidance.
• Exposure to AI, data, or security products, especially via cloud marketplaces or cloud‑led co‑sell, is a plus.
• Ability to travel ~10–20% across the Americas and occasionally to Glean offices/events.

Location:

• This role is remote (US‑based)

Compensation & Benefits:

The On Target Earning (OTE) range for this position is $210,000 - $320,000 annually. 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.

#LI-REMOTE

AI-First Mindset at Glean:

At Glean, AI fluency is core to how we work and we're committed to ensuring every new hire feels confident integrating AI into their everyday work. As part of the interview process, you'll complete a brief AI-focused exercise or discussion so we can understand how you think about, design, and use AI to drive impact in your role. Feel free to reference any tools, platforms, or workflows you use today — prior Glean experience isn't required.