Cribl
GSI Partner Business Manager
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Why You’ll Love This Role
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. You’ll work closely with Cribl sales teams and our GSI partners to create pipeline, support joint opportunities, and build repeatable services and solutions around Cribl.
- High Impact: Play a key role in growing Cribl’s GSI business across EMEA.
- Ownership: Take responsibility for developing the regional GSI strategy and turning it into measurable results.
- Great Team: 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…
- Build the GSI Strategy: 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.
- Create Pipeline: Work with Cribl and GSI sales teams to identify accounts, develop opportunities, and support joint customer pursuits.
- Build Strong Relationships: Develop relationships across our GSI partners, from senior leadership and practice leads through to sales and technical teams.
- Grow GSI Practices: Help partners build their Cribl capability through training, certifications, enablement, and joint business planning.
- Develop Joint Solutions: Work with partners to create repeatable solutions and services around areas such as security, observability, cloud, and data.
- Drive Field Engagement: Connect Cribl account teams with the right GSI teams and create a regular cadence around account mapping, opportunities, and joint activity.
- Measure Success: Own the key partnership metrics, including pipeline, revenue, enablement, and partner engagement, with regular business reviews.
- Work Across EMEA: This is a regional role, so some travel and occasional work across different EMEA time zones will be required.
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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.
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- 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.
Nice to Have
- Experience building GSI-led managed services or MSSP propositions.
- Experience working in a fast-growing technology company.
- Existing relationships across EMEA GSI ecosystem.
Ultimately, we’re looking for someone who can make Cribl relevant inside our strategic GSIs, get their teams selling and delivering around Cribl, and turn those relationships into meaningful customer opportunities and revenue across EMEA.
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