GSI Alliances Senior Manager

Alliances LeaderCribl 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.Cribl is on a mission to unlock the value of all observability data, and our alliance partners are critical to this journey. We are seeking an experienced and entrepreneurial alliances leader to build and scale our Go-To-Market (GTM) strategy with Global System Integrators (GSIs) across the AMER region. This is more than a partner management role; you are the architect of our GSI ecosystem in AMER. You will be responsible for creating a massive force multiplier for our sales teams by building a deep, strategic, and revenue-generating practice with foundational partners like Accenture and Deloitte. Your success will be measured by your ability to drive pipeline, accelerate sales, and embed Cribl into the core service offerings of the world's leading consulting firms.High Impact: You will be a foundational member of the alliances team with a direct impact on Cribl's international growth trajectory.Growth & Ownership: We are a remote-first company with a culture of trust and autonomy. You will have the freedom to build and the opportunity for significant professional development.Top-Tier Team: You will work alongside a passionate, innovative, and supportive team dedicated to our mission.As an active member of our team, you will...Strategy & Execution: Develop and execute a multi-year GTM business plan for target GSIs in AMER, ensuring tight alignment with global alliance strategies and regional sales objectives.Pipeline & Revenue Generation: Drive all aspects of the partner relationship to meet and exceed pipeline and revenue targets. Identify, orchestrate, and support joint sales pursuits alongside Cribl and GSI field teams.Executive Relationship Management: Forge and nurture deep, multi-level relationships within our GSI partners, from C-level executives and practice leads to technical delivery teams. Masterfully navigate their complex organizational structures to drive outcomes.Partner Enablement & Practice Building: 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.Solution Development: 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.Performance Management: Own the partnership metrics, conducting regular business reviews (QBRs) with stakeholders to track progress against joint goals and ensure accountability.If you've got it - we want it.Core Qualifications:Extensive Experience: 10+ years of success in alliances, strategic partnerships, or enterprise sales within a high-growth SaaS or enterprise software environment.Proven GSI Expertise: A demonstrable track record of building, scaling, and monetizing partnerships with leading GSIs, especially Accenture and/or Deloitte. You know their business models, motivators, and how to get things done.Domain Knowledge: Strong subject matter expertise in observability, data management, cybersecurity (SIEM, SOC operations), and/or cloud ecosystems (AWS, Azure, GCP).Strategic & Entrepreneurial Mindset: You are a self-starter who can operate with autonomy, think strategically, and execute methodically. You thrive on building new initiatives from the ground up.Exceptional Communication: World-class presentation and communication skills with the ability to articulate complex concepts and build consensus with a diverse range of stakeholders, from technical architects to senior executives.Bonus Points:Experience managing GSI partnerships that incorporate a Managed Security Service Provider (MSSP) model.An MBA or equivalent advanced degree.Experience working in a fast-paced, high-growth startup environment.Salary Range: 120k-160kThe 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.Diversity drives innovation, enables better decisions to support our customers, and inspires change for the better. We're building a culture where differences are valued and welcomed, and we work together to bring out the best in each other. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.