Senior GTM Alliances Manager

Why You’ll Love This Role

We are seeking an experienced and results-driven Senior Manager to lead GTM Alliances Sales efforts with selected Technical Alliances partners in both the Security, ITOps, AI/ML sectors.

As an individual contributor, you will focus on fostering relationships with strategic partners to achieve measurable results, including increased revenue, market share, and deeper integration within each partner sales team. Reporting directly to the Director, GTM Alliances, this position requires close collaboration with cross-functional teams, including Product, Revenue, Solution Engineering, and Market leadership, to drive integration initiatives and build strategic partnerships. Additionally, you will work alongside Cribl’s regional sales and channel & alliances teams to scale partnership impact across Cribl’s global ecosystem.

The ideal candidate has extensive experience building scalable partnerships, driving sales, and achieving revenue growth through effective GTM strategies.

As An Active Member Of Our Team, You Will…

• Strategic Partner Management:
  • Develop and maintain senior-level relationships with strategic partners (security, ITOps, AI/ML) 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
• Revenue Growth:
  • 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.
• Go-To-Market Planning and Execution:
  • 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.
• Ecosystem Strategy and Innovation:
  • 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.
• We are a remote-first company and work happens across many time-zones - you may be required to occasionally perform duties outside your standard working hours

If You’ve Got It - We Want It

• Proven experience managing strategic partnerships and alliances with enterprise technology companies in security, IT, AI/ML, 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, AI/ML, 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!

Salary Range ($145,000 - $198,100)

The salary for this role is dependent on geographic location. The salary offered within the range described will be based on the individual candidate’s job-related knowledge, skills, and experience. In addition to a competitive salary, Cribl also offers a generous benefits package which includes health, dental, vision, short-term disability, and life insurance, paid holidays and paid time off, a fertility treatment benefit, 401(k), equity, and eligibility for a discretionary company-wide bonus.

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