The Role:We are looking for an Ecosystem Partner Manager to join our Alliances & Channels team and own the full lifecycle of Glia's ecosystem partnerships. Glia currently works with a growing portfolio of technology partners across the contact center and customer experience landscape. This person will manage those relationships end to end and help us expand the ecosystem with new strategic partners.
You will act as the connective tissue between our partners and Glia's internal teams. That means working closely with the SVP of Alliances on commercial strategy, with Legal on agreements, and with Product, Product Marketing, and Sales Enablement to bring new integrated partners to market. This is a high-ownership role for someone who combines commercial instincts with real program management discipline. The role is remote and open to candidates anywhere in the US, with up to 30% travel for partner meetings and industry events.
Partner Onboarding & Commercial Management- Lead the end-to-end onboarding lifecycle for ecosystem partners, from initial outreach and fit assessment through commercial agreement, contract execution, and joint go-to-market planning.
- Partner with the SVP of Alliances to structure new partner commercial models (resale, white-label, OEM, referral) and with Legal to review, negotiate, and finalize partner terms and agreements.
Cross-Functional Launch & Program Management- Build and execute comprehensive launch plans for new integrated ecosystem partners, serving as the central project manager across Product, Product Marketing, and Sales Enablement.
- Drive alignment and accountability across cross-functional teams without direct reporting authority to keep milestones on schedule.
Sales Enablement & Content Creation- Build and maintain central sales enablement resources so internal teams are fully equipped to position and sell each ecosystem partner.
- Develop initial and ongoing enablement plans that communicate each partner's value proposition, commercial structure, requirements, and processes to the field.
Ongoing Partner Management & Pipeline Tracking- Establish and manage an ongoing communication cadence with established ecosystem partners.
- Track and maintain active joint deal pipelines for key partners to ensure visibility into opportunities at every stage.
Resold Product Deal Operations & Sales Support- Serve as the internal deal partner for resold partner products, connecting reps across organizations, guiding them through commercial deal nuances, and overseeing commercial accuracy and process throughout the sales cycle.
Qualifications:- Experience: 5+ years managing ecosystem or technology partnerships in a B2B SaaS environment, ideally owning partner relationships end to end.
- Cross-Functional Influence: Proven ability to lead initiatives and hold stakeholders across Sales, Legal, Product, and Marketing accountable without formal authority.
- Commercial & Contractual Acumen: Experience navigating commercial structures such as resale, referral, and revenue-share, and partnering with Legal to negotiate agreement terms.
- Operational Rigor: Strong attention to detail with comfort handling deal support, verifying order forms and pricing configurations, and documenting discount structures.
- Program & Launch Management: Demonstrated success building structured project plans, managing multi-partner pipelines (active, contracting, and inactive), and executing launches that span multiple departments.
- Technical Translation: Conceptual understanding of software integrations and APIs, with the ability to bridge conversations between internal product and engineering teams and external partner counterparts.
- Communication: Clear, confident communicator with executives, field teams, and external partner stakeholders alike.
Nice to Have:- Background in CCaaS, contact center, or customer experience technology. Much of Glia's partner ecosystem lives in this space.
- Familiarity with financial technology, banking, or credit union software.
- Experience in a partner-led or channel sales motion, including supporting reps through co-sell or resell deals.
- Experience with CRM-based pipeline management and partner tooling (e.g., Salesforce, PRM platforms).
Benefits:- Stock options and competitive salary
- Professional development support, including trainings, 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 events ranging from cooking activities to the Glia Olympic Games
- A diverse, international team representing 25 countries
