Cloud Partner Sales Manager (Northeast)

Responsibilities

• Join the company that’s building the telemetry infrastructure for the AI era. At Cribl, we partner with IT and Security teams at many of the world’s biggest enterprises, including half of the Fortune 100, to bridge the gap between AI ambition and infrastructure reality. As the AI Platform for Telemetry, we give customers the choice, control, and flexibility to manage and analyze telemetry for both humans and agents, so they can build what’s next.
• We’re one of the fastest‑growing private companies and a leading player in a massive, fast‑moving market. With a global workforce, we’re remote‑first and grounded in a simple idea: software is a people business. Cribl is the place where curious, collaborative people can do their best work, grow fast, and bring their full selves to the herd.
• The Cloud Partner Sales Manager builds and executes joint go-to-market plans with AWS, Microsoft Azure, and Google Cloud Platform (GCP). The role grows partner-sourced and partner-influenced revenue by connecting Cribl’s sales teams with CSP field, executive, and technical organizations and advancing co-sell, marketplace, and customer adoption opportunities.
• You will act as the key connector between internal enterprise sales teams and external CSP ecosystems. By cultivating executive, field sales, and technical relationships, you will align key cloud sales plays, oversee joint account mapping, and lead co-selling initiatives to drive top-line pipeline growth and customer adoption.
• Alliance strategy and governance: Develop multi-year partner plans with shared goals, milestones, and KPIs. Track performance against Strategic Collaboration Agreements (SCAs), including revenue, cloud consumption, co-investment, and program benefits; identify risks and course corrections.
• Co-selling and pipeline: Own regional partner-driven and partner-influenced targets. Lead joint account mapping, deal registration, pipeline reviews, and forecasting with Cribl and CSP sales teams. Align CSP sales plays with Cribl solutions to improve win rates and deal velocity.
• Marketplace and consumption: Use AWS, Azure, and GCP marketplaces to simplify procurement and support customer cloud commitments. Partner with Sales, Product, Solutions Engineering, and Customer Success to accelerate onboarding, adoption, and consumption.
• Enablement and demand generation: Equip Cribl and CSP field teams to position Cribl’s value and solutions. Partner with Marketing on co-marketing, demand generation, and field events.
• Executive alignment and reviews: Build relationships with CSP executives, sales leaders, and technical architects. Lead regular business reviews and executive briefings, sharing scorecards, pipeline insights, progress against commitments, and actions to strengthen the partnership.
• 5–10+ years in enterprise software sales, business development, or strategic alliances in SaaS or the ISV ecosystem.

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