Cribl · 2 weeks ago
Senior GTM Alliances Manager
United States
Full-time
Remote
Senior Level
$145K/yr - $198K/yr
5+ years expCribl is a remote-first company focused on empowering employees and solving pressing data needs for IT and Security. They are seeking an experienced Senior Manager to lead GTM Alliances Sales efforts with technical partners in the Security, ITOps, and AI/ML sectors, fostering relationships to drive revenue growth and market share.
Big DataInformation TechnologyReal TimeSoftware
Responsibilities
Develop and maintain senior-level relationships with strategic partners (security, ITOps, AI/ML) to drive joint revenue opportunities globally
Create and execute regional strategies for each partner, including business planning co-sell motions, and enablement initiatives
Develop GTM plays with Tech Alliances that can be executed by Cribl’s global sales and channel partners to drive more customer value, develop more sales opportunities, and scale Cribl’s brand
Drive GTM tactical business plans with selected partners
Your success will be tied to the impact the Alliances partners have on driving revenue and accelerating the adoption and growth of Cribl
Partner with cross-functional teams (e.g. Field Marketing, Sales Operations, Channel) to generate demand activities and ensure alignment through our Tech Alliances, creating market awareness
Co-develop and execute joint GTM plans, including campaigns, field engagements, and joint events
Partner with Partner Marketing and Alliances teams to design initiatives that increase Cribl’s market awareness and adoption through strategic ecosystem partnerships
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
You may be required to occasionally perform duties outside your standard working hours
Qualification
Required
Proven experience managing strategic partnerships and alliances with enterprise technology companies in security, IT, AI/ML, and cloud hyperscalers
5+ years of high-tech business development or alliances, with a focus on implementing Tech Alliances GTM strategies to drive significant sales growth
3+ years experience in channel management supporting the 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 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 Independent Software Vendors (ISVs) and their strategies/business models and how to leverage them via the channel
Ability to travel domestically and internationally to Cribl and partner events (up to 50%)
Preferred
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!
Benefits
Health
Dental
Vision
Short-term disability
Life insurance
Paid holidays
Paid time off
A fertility treatment benefit
401(k)
Equity
Eligibility for a discretionary company-wide bonus
Company
Cribl
Cribl is a software company that designs a unified data management platform for exploring, collecting, processing, and accessing data.
501-1000 employees
Funding
Current Stage
Late StageTotal Funding
$721.21MKey Investors
Google VenturesTiger Global ManagementSequoia Capital
2025-06-19Secondary Market
2024-08-27Series E· $200M
2024-08-27Secondary Market· $119M
Leadership Team
Dritan Bitincka
Co-Founder & Products
Ledion Bitincka
Co-Founder & CTO
Recent News
2025-12-04
Greylock
2025-12-02
Company data provided by crunchbase