SPECIAL NOTE: THIS ROLE MUST SUPPORT THE WEST COAST REGION OF THE US MARKET. THIS PERSON THEREFORE NEEDS TO BE LOCATED ON THE WEST COAST AND WILL BE EXPECTED TO TRAVEL WITHIN THE WESTERN STATES.
About Glean
About Glean
We’re on a mission to make knowledge work faster and more humane. We believe that AI will fundamentally transform how people work. In the future, everyone will work in tandem with expert AI assistants who find knowledge, create and synthesize information, and execute work. These assistants will free people up to focus on the higher-level, creative aspects of their work.
We’re building a system of intelligence for every company in the world. On the surface, you can think of it as Google + ChatGPT for the enterprise. Under the hood, our platform is the connective tissue between AI and knowledge. It brings all of a company’s knowledge together, understands it at a deep level, provides industry-leading search relevance over it, and connects it to generative AI agents and applications.Glean was founded by a seasoned team of former Google search and Facebook engineers who saw a need in the enterprise space for their technical depth and passion for AI. We’re a diverse team of curious and creative people who want to help each other get big things done—so we can help other teams do the same.
We're backed by some of the Valley's leading venture capitalists—including Sequoia, Kleiner Perkins, Lightspeed, and General Catalyst—and have assembled a world-class team with senior leadership experience at Google, Slack, Facebook, Dropbox, Rubrik, Uber, Intercom, Pinterest, Palantir, and others.What You'll Do:
- Lead business value assessments for our largest deals and most strategic customers, working closely with customers to identify key business drivers and quantify the business value Glean delivers to our customer’s business objectives
- Develop in-depth ROI/TCO value models to quantify business value that can be achieved through Glean
- Facilitate blueprint and use case workshops with customer stakeholders to substantiate business cases, identify success criteria, drive customer success planning, and ongoing change management and enablement
- Partner with sellers to lead value-based discovery sessions with technical and business stakeholders to drive key objectives and measurable outcomes
- Craft and deliver executive level presentations to CxOs
- Perform strategic analyses in support of sales opportunities, identifying areas where Glean can add value to customers' business operations.
- Develop and operationalize models, processes, and materials (e.g., talk tracks) to drive continuous improvement in our Business Value Program.
- Pilot, test and validate new business value offerings / programs in partnership with GTM teams
- Assist with Glean’s ongoing field enablement efforts with value selling training, designing new training curriculum, knowledge management, etc
- Build external presence via delivery of webinars and other events to communicate Glean’s value to our customers in achieving key transformation initiatives
Who You Are:
- Experienced in 6+ years working in a related field with 4+ years experience in: running business value assessments; management consulting or IT consulting with proven track record of advising senior business stakeholders; enterprise sales or other equivalent experience
- Someone who holds a BA in Engineering, Economics, Finance, or other analytical field required, MBA or other advanced degree strongly preferred
- Outstanding in your analytical abilities, verbal and written communication skills
- An exceptionally strong presenter with demonstrated experience in client-facing role or working with C-suite executives
- Someone who brings a strategic, consultative mindset
- Confident in building financial models and analyzing businesses
- Passionate about coaching other and comfortable working and leading cross-functional teams
- Comfortable building relationships with Glean’s most seasoned and successful sellers and adopt a consultative approach to advising our Majors sales team
- Willing to travel up to 20% of time
Preferred Qualifications:
- Highly analytical and comfortable with complex data sets
- Creative problem solver who thrives with ambiguity
- Equally comfortable with the big picture and with the details
- Experience in a SaaS company in a complex sales-cycle.
- Excited to work with engineering, marketing, sales, finance and other functions
Benefits
- Competitive compensation
- Healthcare
- Flexible work environment
- 401k
- Flexible work environment and time-off policy
- Transparent culture
- Learning and development opportunities
- Company events
- Free meals
The standard OTE range for this position is $130,000 - $230,000 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 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.
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