Senior GTM Alliances Manager

Proven experience managing strategic partnerships and alliances with enterprise technology companies in security, IT, and cloud hyperscalers. 5+ years of high-tech business development or alliances experience, focused on implementing Tech Alliances GTM strategies. 3+ years experience in channel management supporting mixed sales segments. Demonstrated success in driving revenue through partner-influenced and partner-sourced sales. Strong understanding of observability, security, ITOps, DevOps, cloud computing, and enterprise software markets. Exceptional relationship-building skills, with ability to influence and negotiate. 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. Excellent communication and presentation skills. Experience with Independent Software Vendors (ISVs) and their strategies/business models. Ability to travel domestically and internationally (up to 50%).

Develop and maintain senior-level relationships with strategic partners (security, ITOps) 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 for global sales and channel partners. Drive GTM tactical business plans with selected partners. Partner with cross-functional teams to generate demand activities and ensure alignment. Co-develop and execute joint GTM plans, including campaigns, field engagements, and joint events. Design initiatives to increase Cribl's market awareness and adoption through strategic ecosystem partnerships. Identify and evaluate new strategic partners. Stay informed on industry trends and competitive intelligence.