Senior Cloud Partner Sales Manager

Role overview

Senior Cloud Partner Sales Manager (Americas, Full Remote) at Glean. Own and grow partner-sourced and partner-influenced pipeline by co-selling with cloud providers, executing AWS/GCP marketplace motions, and using marketplaces and funding programs to drive AI adoption and revenue.

Key missions

• Own relationships with AWS and Google Cloud across the Americas; drive partner-sourced and partner-influenced pipeline.
• Build and iterate joint go-to-market plans with AWS and GCP (target accounts, segments, plays, and marketplace priorities).
• Lead end-to-end execution in the AWS Marketplace and GCP Marketplace, including creating and managing private offers.
• Coach Glean AEs on CSP co-sell, marketplace strategy, and funding programs.

Responsibilities (what you’ll do)

• Run CSP co-sell motions: account mapping, rep-to-rep alignment, joint pipeline reviews, and closing complex enterprise deals.
• Operate as a structured, hands-on partner sales leader who can build new motions and revenue streams.
• Align cross-functionally with Sales, Marketing, Product, Operations, Finance, and Legal.
• Apply commercial skills: connect Glean’s Work AI platform to cloud consumption and business outcomes, including value, pricing, and TCO.
• Work with technical pre-sales/SE teams and scale repeatable patterns into field guidance.
• Use CSP funding programs to unlock pilots and expansions while protecting economics.

Requirements

• 5–10+ years in B2B SaaS partner sales/alliances/field sales.
• Experience in cloud alliances and CSP partner sales, with 3–5+ years focused on cloud alliances/CSP partner sales/marketplace GTM (AWS, GCP, and/or Azure).
• Multi-cloud experience: AWS and GCP strongly preferred (Azure a plus).
• Proven ability to run CSP co-sell motions (enterprise closing, mapping, alignment, pipeline reviews).
• Hands-on marketplace experience (AWS or GCP): private offers, billing/commercial models, and multi-stakeholder execution.
• Familiarity with co-sell/funding workflows (incl. ACE, Partner Advantage, Partner Center or similar).
• Strong collaboration across Sales/Marketing/Product/Operations/Finance/Legal.
• Ability to travel ~10–20% across the Americas.

Nice to have

• Exposure to AI, data, or security products, especially via cloud marketplaces or cloud-led co-sell.
• Prior CSP Partner Sales / Development Manager experience at AWS, GCP, or Azure (or CSP-aligned alliances at a high-growth SaaS company).
• Working knowledge of specific CSP funding programs and marketplace-led pilot/expansion playbooks.
• Familiarity with cloud-led co-sell scaling and field enablement patterns.