Cribl

Senior GTM Alliances Manager

Cribl

full-time

Posted on:

Location Type: Remote

Location: Remote • 🇺🇸 United States

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Salary

💰 $145,000 - $198,100 per year

Job Level

Senior

Tech Stack

Cloud

About the role

  • Develop and maintain senior-level relationships with strategic partners (security, ITOps) to drive joint revenue opportunities globally.
  • Create and execute regional strategies for each partner, including business planning co-sell motions, and enablement initiatives.
  • Develop GTM plays with Tech Alliances that can be executed by Cribl’s global sales and channel partners to drive more customer value, develop more sales opportunities, and scale Cribl’s brand.
  • Drive GTM tactical business plans with selected partners.
  • Your success will be tied to the impact the Alliances partners have on driving revenue and accelerating the adoption and growth of Cribl.
  • Partner with cross-functional teams (e.g. Field Marketing, Sales Operations, Channel) to generate demand activities and ensure alignment through our Tech Alliances, creating market awareness.
  • Co-develop and execute joint GTM plans, including campaigns, field engagements, and joint events.
  • Partner with Partner Marketing and Alliances teams to design initiatives that increase Cribl’s market awareness and adoption through strategic ecosystem partnerships.
  • Identify and evaluate new strategic partners that align with Cribl's business objectives and technological vision.
  • Stay informed on industry trends and competitive intelligence to guide partnership strategies and priorities.

Requirements

  • Proven experience managing strategic partnerships and alliances with enterprise technology companies in security, IT, and cloud hyperscalers.
  • 5+ years of high-tech business development or alliances, with a focus on implementing Tech Alliances GTM strategies to drive significant sales growth.
  • 3+ years experience in channel management supporting the mixed sales segment territories and a deep understanding of channel operating models.
  • Demonstrated success in driving revenue through partner-influenced and partner-sourced sales.
  • Strong understanding of observability, security, ITOps, DevOps, cloud computing, and enterprise software markets.
  • Exceptional relationship-building skills, with the ability to influence and negotiate at all levels within partner organizations.
  • Deep understanding of how to develop and execute GTM plays with Tech Alliances, Channels, and internal sales teams.
  • Experience working in a global, remote-first environment and collaborating with cross-functional teams.
  • Ability to think strategically and execute tactically, with a data-driven approach to decision-making.
  • Excellent communication and presentation skills, with the ability to convey complex concepts to diverse audiences.
  • Experience with Independent Software Vendors (ISVs) and their strategies/business models and how to leverage them via the channel.
  • Ability to travel domestically and internationally to Cribl and partner events (up to 50%).
  • Bonus Points:
  • B.Sc degree, M.Sc. /MBA is preferred.
  • Deep understanding of observability and data management space.
  • At least 5 years of experience in strategy development, alliances sales, or business development in the technology industry.
  • Pro-active, independent thinker with high energy and a positive attitude.
  • Flexible and pragmatic mindset, capable of adapting to a fast-paced, dynamic environment.
  • Genuine desire to have fun, learn, and make an impact!
Benefits
  • health, dental, vision, short-term disability, and life insurance
  • paid holidays and paid time off
  • a fertility treatment benefit
  • 401(k)
  • equity
  • eligibility for a discretionary company-wide bonus

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
business developmentchannel managementGTM strategiesrevenue generationstrategic partnershipsdata-driven decision makingobservabilitycloud computingDevOpsenterprise software
Soft skills
relationship buildinginfluencenegotiationstrategic thinkingtactical executioncommunicationpresentation skillscollaborationindependent thinkingadaptability
Certifications
B.Sc degreeM.Sc degreeMBA