Ecosystem Partner Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of the complete lifecycle of Glia's ecosystem partnerships.

• Oversee current technology partner relationships while expanding the ecosystem with new strategic alliances.

• Collaborate with the SVP of Alliances on commercial strategies.

• Work alongside the Legal team to review, negotiate, and finalize partnership terms and agreements.

• Partner with Product, Product Marketing, and Sales Enablement to launch integrated partners into the market.

• Lead the entire partner onboarding process from outreach and fit assessment to agreement, contract finalization, and joint go-to-market planning.

• Design partner commercial models, including resale, white-label, OEM, and referral structures.

• Develop and implement launch plans for new integrated ecosystem partners.

• Facilitate cross-functional alignment and accountability without having direct reporting authority.

• Create and sustain sales enablement resources along with ongoing enablement plans.

• Establish a communication schedule with current partners.

• Monitor and maintain joint deal pipelines.

• Assist in resold partner product deals by connecting sales representatives, guiding commercial deal processes, and ensuring commercial accuracy.

• Willingness to travel up to 30% for partner meetings and industry events.

⛳️ Requirements

• 3 to 5 years of experience managing ecosystem or technology partnerships within a B2B SaaS context, preferably overseeing partner relationships from start to finish.

• Proven track record of leading initiatives and ensuring accountability among stakeholders across Sales, Legal, Product, and Marketing without formal authority.

• Experience in navigating commercial structures such as resale, referral, and revenue-sharing, and collaborating with Legal to negotiate terms of agreements.

• Strong attention to detail, comfortable handling deal support, verifying order forms and pricing configurations, and documenting discount structures.

• Demonstrated success in developing structured project plans, managing multi-partner pipelines (including active, contracting, and inactive partners), and executing launches that involve multiple departments.

• Conceptual understanding of software integrations and APIs, capable of facilitating discussions between internal product and engineering teams and external partner counterparts.

• Clear and confident communicator with executives, field teams, and external partner stakeholders.

• Background in CCaaS, contact center, or customer experience technology.

• Familiarity with financial technology, banking, or credit union software.

• Experience in a partner-led or channel sales approach, including aiding representatives through co-sell or resell agreements.

• Proficient in CRM-based pipeline management and partner tools (e.g., Salesforce, PRM platforms).

• Must be legally authorized to work in the United States; employer sponsorship inquiries are included in the application.

🏝️ Benefits

• Stock options and a competitive salary.

• Support for professional development, including training, courses, conferences, and books.

• Access to the latest tools and equipment you'll need.

• Sports compensation and reimbursement for therapy and counseling sessions.

• Team events, including annual employee awards, internal hackathons, and activities ranging from cooking classes to the Glia Olympic Games.

• A diverse, international team representing 25 countries.