GSI Alliances Senior Manager, Cribl
AMER
$120-160k
+ Equity + discretionary company-wide bonus
Data engine for IT and security
Open for applications
Data engine for IT and security
1001+ employees
Open for applications
$120-160k
+ Equity + discretionary company-wide bonus
1001+ employees
Company mission
To empower enterprises to unlock the value of all their data.
Role
Who you are
- 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
Desirable
- 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
What the job involves
- 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
- 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
- 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
Our take
In a bid to simplify big data analytics, Cribl offers a data observability pipeline which allows users to reduce low value data, improve routing and gain more data context on one interface.
As companies now collect more and more data from frequently scattered sources, its useability and reliability comes into question. By offering an observability service, Cribl allows users to maintain the health of their data systems by monitoring, tracking and troubleshooting issues.
Cribl's main challenge will be competing with the likes of Observe and Edge Delta. However, Cribl has raised impressive funds that should accelerate its transition from a limited tool vendor to a fully-fledged observability suite. The company also boasts surpassing $100 million in annual recurring revenue, having grown this from $1 million in less than four years.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
32% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Aug 2024
$200m
SERIES E
May 2022
$150m
SERIES D
Total funding: $592.5m
Company benefits
- Medical, dental, and vision insurance: Our comprehensive benefit plans have you and your family covered when it comes to the important stuff. Beyond the basics, we also have supplemental plans like accident insurance, One Medical, and FSA/HSA accounts.
- Disability and income protection: When you need it most, Cribl's disability and income protection benefits have your back, with up to 4 weeks of paid medical leave. We also cover basic life insurance with options to increase your coverage.
- Mental health Care: Mental health is physical health! We offer free coaching, therapy sessions and more through Modern Health to support you in navigating all aspects of life.
- Retirement plan: Saving for the future doesn't happen all at once. We offer retirement accounts to help you make progress towards your financial goals.
- Family planning: Regardless of what your family unit looks like at home, Cribl supports your journey by offering family-forming benefits from adoption, to fertility, and through postpartum. We also offer a paid gender-neutral parental leave benefit to support you and your family.
- Time off: We offer generous, flexible time off for all employees and empower you to balance your work and life in the ways that suit you best. Twice a year we all log off together for a "Recharge Day", and in December we enjoy a company-wide winter break.
- Remote office perks: All new employees receive a one-time $1,000 stipend towards their home-office set up. We also offer a monthly reimbursement for phone, internet, coworking pass, or a weekly meal.
Company HQ
Yerba Buena, San Francisco, CA
Leadership
Clint Sharp
(Co-Founder & CEO)They were Chief Software Architect at Prophetline from 1999 to 2002, and the founder of Aggregate Technology Solutions. They were also Senior Director of Product Management at Splunk.
Dritan Bitincka
(Co-Founder & Products)They worked as Computer Sciences Laboratory Director at Farleigh Dickinson University. Joined Splunk as Principal Architect in 2011.
Ledion Bitincka
(Co-Founder & CTO)They acted as a Scientific Consultant at Harvard University before joining Looksmart as a Software Engineer in 2006. They founded Triangulus Communications and were Splunk's Advanced Development Architect.
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