[Remote] GSI Alliances Senior Manager (AMER) at Cribl

United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, IT, Security, ObservabilityIndustries

Requirements

10+ years of success in alliances, strategic partnerships, or enterprise sales within a high-growth SaaS or enterprise software environment
Proven track record of building, scaling, and monetizing partnerships with leading GSIs, especially Accenture and/or Deloitte, including knowledge of their business models, motivators, and execution methods
Strong subject matter expertise in observability, data management, cybersecurity (SIEM, SOC operations), and/or cloud ecosystems (AWS, Azure, GCP)
Strategic and entrepreneurial mindset with ability to operate autonomously and think strategically

Responsibilities

Develop and execute a multi-year GTM business plan for target GSIs in AMER, ensuring alignment with global alliance strategies and regional sales objectives
Drive all aspects of the partner relationship to meet and exceed pipeline and revenue targets, including identifying, orchestrating, and supporting joint sales pursuits with Cribl and GSI field teams
Forge and nurture deep, multi-level relationships within GSI partners, from C-level executives and practice leads to technical delivery teams, navigating their complex organizational structures to drive outcomes
Lead the creation and delivery of comprehensive enablement programs, including training and certifications, to build a self-sufficient and profitable Cribl practice within each GSI
Collaborate with partner, product, and marketing teams to define and build compelling, repeatable joint solutions that solve critical customer challenges and create new revenue streams
Own partnership metrics and conduct regular business reviews (QBRs) with stakeholders to track progress against joint goals and ensure accountability

Skills

Key technologies and capabilities for this role

Alliances ManagementGo-To-Market StrategyPartner ManagementGSI PartnershipsPipeline GenerationSales AccelerationStrategic PlanningConsulting Firm Engagement

Questions & Answers

Common questions about this position

Is this position remote-friendly?

Yes, Cribl is a remote-first company that empowers employees to do their best work wherever they are, with a culture of trust and autonomy.

What is the salary or compensation for this role?

This information is not specified in the job description.

What key skills are needed for the GSI Alliances Senior Manager role?

The role requires experience in alliance leadership, strategic GTM planning, executive relationship management, partner enablement, pipeline and revenue generation, and navigating complex partner organizations.

What is the company culture like at Cribl?

Cribl has a collaborative, curious, and motivated culture that puts customers first, doesn't take itself too seriously, and emphasizes trust, autonomy, and laughter while getting stuff done.

What makes a strong candidate for this position?

Strong candidates are experienced entrepreneurial alliances leaders skilled in building GTM strategies with GSIs, driving pipeline and revenue, managing executive relationships, and enabling partner practices, with a passion for customer-first collaboration.

Cribl

Data observability solutions for tech businesses

About Cribl

Cribl operates in the data observability market, helping tech businesses monitor, analyze, and visualize their data for better operational and security insights. The company offers two main products: Cribl Stream and Cribl Edge. Cribl Stream enables businesses to efficiently route and transform logs and metrics, either on their own infrastructure or through cloud services, ensuring timely data delivery. Cribl Edge focuses on collecting and processing real-time observability data from edge devices, which can then be sent to Cribl Stream or other destinations. Cribl distinguishes itself by integrating seamlessly with platforms like Office 365 and Microsoft Azure, allowing clients to enhance their data management capabilities. The company's goal is to create effective data ecosystems that empower organizations to make sense of their data.

San Francisco, CaliforniaHeadquarters

2018Year Founded

$576.3MTotal Funding

SERIES_ECompany Stage

Data & Analytics, Enterprise SoftwareIndustries

501-1,000Employees

Benefits

Competitive Salary

Stock Options

Medical, dental, and vision insurance

Flexible spending account (FSA)

401(k) plan offered (US)

Parental Leave

Professional Development and Career Growth

Generous Vacation and Holiday Policy, including 2 Floating Holidays for holidays you observe

Employee Resource Groups that reflect our values driven company culture

Risks

Emerging data observability startups could threaten Cribl's market share with competitive pricing.

Rapid AI advancements may outpace Cribl's offerings if not updated timely.

Economic downturns could impact Cribl's ability to maintain its high valuation.

Differentiation

Cribl offers unique data routing and transformation with Cribl Stream and Cribl Edge.

The company integrates seamlessly with major platforms like Office 365 and Microsoft Azure.

Cribl's focus on real-time data processing sets it apart in the data observability market.

Upsides

Cribl raised $319M in Series E funding, boosting its valuation to $3.5 billion.

The rise of multi-cloud strategies enhances Cribl's integration capabilities across cloud environments.

Increased demand for edge computing solutions positions Cribl Edge for significant growth.

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