Senior GTM Alliances Manager, Cribl
$145-198.1k
+ Equity and eligibility for a discretionary company-wide bonus
More information about location
Data engine for IT and security
Job no longer available
Data engine for IT and security
1001+ employees
Job no longer available
$145-198.1k
+ Equity and eligibility for a discretionary company-wide bonus
More information about location
1001+ employees
Company mission
To empower enterprises to unlock the value of all their data.
Role
Who you are
- The ideal candidate has extensive experience building scalable co-sell partnerships, driving sales through the channel, and achieving revenue growth through effective ecosystem strategies
- 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%)
Desirable
- 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!
What the job involves
- 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
- 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
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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