[Hiring] GSI Partner Business Manager @Cribl

Role Description

Cribl is on a mission to unlock the value of observability and security data, and our strategic alliance partners are an important part of how we scale. We’re looking for an experienced GSI alliances leader to build and grow our go-to-market strategy across EMEA, with an initial focus on key partners such as Accenture and Deloitte. This is a hands-on role combining strategy, relationship building and execution.

• Play a key role in growing Cribl’s GSI business across EMEA.
• Take responsibility for developing the regional GSI strategy and turning it into measurable results.
• Work alongside Cribl sales, technical, marketing and global alliance teams to build something that can scale.

As An Active Member Of Our Team, You Will…

• Develop and execute the EMEA go-to-market plan for our priority GSI partners, aligned with Cribl’s global alliance strategy and regional sales priorities.
• Work with Cribl and GSI sales teams to identify accounts, develop opportunities and support joint customer pursuits.
• Develop relationships across our GSI partners, from senior leadership and practice leads through to sales and technical teams.
• Help partners build their Cribl capability through training, certifications, enablement and joint business planning.
• Work with partners to create repeatable solutions and services around areas such as security, observability, cloud and data.
• Connect Cribl account teams with the right GSI teams and create a regular cadence around account mapping, opportunities and joint activity.
• Own the key partnership metrics, including pipeline, revenue, enablement and partner engagement, with regular business reviews.
• This is a regional role, so some travel and occasional work across different EMEA time zones will be required.
• We are a remote-first company and work happens across many time-zones - you may be required to occasionally perform duties outside your standard working hours.

Qualifications

• Strong experience in alliances, strategic partnerships, channel or enterprise sales within SaaS or enterprise software.
• Experience working with major GSIs, ideally including Accenture and/or Deloitte, and an understanding of how they operate and go to market.
• A good understanding of areas such as cybersecurity, observability, data, SIEM/SOC, cloud or managed services.
• A track record of building partner relationships that generate real pipeline and revenue.
• Comfortable working independently, building new initiatives and taking them from strategy through to execution.
• Strong communication skills and the ability to work effectively with everyone from technical teams through to senior executives.

Requirements

• Experience building GSI-led managed services or MSSP propositions.
• Experience working in a fast-growing technology company.
• Existing relationships across EMEA GSI ecosystem.

Benefits

• 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.