Sr. Cloud Partner Sales Manager

About Glean:

Founded in 2019, Glean is an innovative AI-powered knowledge management platform designed to help organizations quickly find, organize, and share information across their teams. By integrating seamlessly with tools like Google Drive, Slack, and Microsoft Teams, Glean ensures employees can access the right knowledge at the right time, boosting productivity and collaboration. The company’s cutting-edge AI technology simplifies knowledge discovery, making it faster and more efficient for teams to leverage their collective intelligence.

Glean was born from Founder & CEO Arvind Jain’s deep understanding of the challenges employees face in finding and understanding information at work. Seeing firsthand how fragmented knowledge and sprawling SaaS tools made it difficult to stay productive, he set out to build a better way - an AI-powered enterprise search platform that helps people quickly and intuitively access the information they need. Since then, Glean has evolved into the leading Work AI platform, combining enterprise-grade search, an AI assistant, and powerful application- and agent-building capabilities to fundamentally redefine how employees work.

• 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.

• 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.

• This role is remote (US‑based)