Senior GTM Alliances Manager

Cribl

1d•$145,000 - $198,100•Remote

About The Position

Cribl does differently. What does that mean? It means we are a serious company that doesn’t take itself too seriously; and we’re looking for people who love to get stuff done, and laugh a bit along the way. We’re growing rapidly - looking for collaborative, curious, and motivated team members who are passionate about putting customers first. As a remote-first company we believe in empowering our employees to do their best work, wherever they are. As the data engine for IT and Security many of the biggest names in the most demanding industries trust Cribl to solve their most pressing data needs. Ready to do the best work of your career? Join the herd and unlock your opportunity. Why You’ll Love This Role We are seeking an experienced and results-driven Senior Manager to lead GTM Alliances efforts, focusing on driving co-sell motions with selected Technical Alliances partners in the Security, ITOps, and 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 engagement within the Channel ecosystem. 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 build channel-ready GTM strategies. 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 co-sell partnerships, driving sales through the channel, and achieving revenue growth through effective ecosystem strategies.

Requirements

Proven experience managing strategic partnerships and alliances with enterprise technology companies in security IT and AI/M .
5+ years of high-tech business development or alliances, with a focus on implementing Channel and Tech Alliances GTM strategies to drive significant sales growth.
3+ years experience in channel management supporting 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 and channel 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 leveraging Tech Alliances and ISVs specifically through the channel to drive scale.
Ability to travel domestically and internationally to Cribl and partner events (up to 50%).

Nice To Haves

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!

Responsibilities

Ecosystem Partner Management: Develop and maintain senior-level relationships with strategic partners (security, ITOps, AI/ML) to drive joint channel-led revenue opportunities globally.
Create and execute regional strategies for each partner, including business planning, channel co-sell motions, and enablement initiatives.
Develop GTM plays with Tech Alliances that can be executed by Cribl’s global 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 partner-sourced revenue and accelerating the adoption and growth of Cribl through the channel.
Partner with cross-functional teams (e.g. Field Marketing, Sales Operations, Channel) to generate demand activities that empower our Channel Partners through our Tech Alliances.
Go-To-Market Planning and Execution: Co-develop and execute joint GTM plans, including campaigns, field engagements, and joint events focused on partner-led sales.
Partner with Partner Marketing and Alliances teams to design initiatives that increase Cribl’s market awareness and adoption through strategic channel and 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.