Head of Technical Alliances – Developer Ecosystem
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Job Description
Head of Strategic Alliances developing a developer ecosystem for Cribl's telemetry platform. Leading partnerships and strategic technology relationships to drive business growth.
Responsibilities:
- Formulate and implement a sophisticated Build-With strategy with leading cloud and technology (ISV) partners.
- Establish and nurture high-level relationships with key partners to drive significant mutual growth and success.
- Identify and pursue innovative partnership opportunities, leading the planning and implementation of advanced reference architectures and integrations.
- Define and execute Cribl’s Developer Ecosystem strategy.
- Establish Cribl as a build-on platform (apps, connectors, pipelines, enrichment packs, detection logic).
- Drive ecosystem positioning and technical evangelism (events, hackathons, dev advocacy).
- Co-own App Marketplace / Repository strategy (packaging, pricing, monetization model).
- Design and oversee the execution of comprehensive multi-year strategies for a portfolio of high-impact strategic alliances.
- Enable partners with architecture best practices, cutting-edge tools, resources, and training to seamlessly integrate and market joint solutions.
- Spearhead deep technical integrations between our products and partner solutions to ensure optimal interoperability and superior customer value.
- Lead collaborative efforts on joint marketing initiatives, including complex campaigns, high-profile events, and strategic content creation to enhance visibility and drive demand.
- Lead cross-functional coordination with teams in Product Management, Engineering, Marketing, Sales, Legal, and Enablement to build and execute robust alliance plans.
- Act as the primary internal champion for alliance initiatives and co-selling activities, significantly enhancing market presence and driving substantial revenue growth.
- Establish and monitor advanced key performance indicators (KPIs) to rigorously measure the success of partnership initiatives.
- Provide regular, detailed reports on partnership performance, offering strategic insights and recommendations for continuous enhancement.
- Maintain an expert-level understanding of industry trends, competitive landscape, and best practices in cloud and technology partnerships.
- Represent Cribl at major industry events, conferences, and meetings, serving as a thought leader to promote our strategic vision and capabilities.
Requirements:
- M.Sc. or equivalent educational background is preferred
- Deep understanding of observability, security and data management space
- 10+ years of technical experience in cloud and technology (ISV) alliances development and engineering
- A minimum of 7 years’ experience with strategy development, partnership management or business development in the technology industry
- 5+ years’ experience working with public cloud provider marketplaces (MSFT, AWS, GCP)
- Experience with other GTM operations areas like marketing and customer success.
- Experience with Software-as-a-Service (SaaS) and Vibe Coding/Agentic delivery models
- Strong strategic, analytical, project management and communication (oral and written) skills.
- Pro-active, independent thinker with high energy and positive attitude
- Have a flexible and pragmatic mindset and the ability to think quickly on your feet with little supervision at times and adaptability to a fast-paced changing environment
- Genuine desire to have fun, to learn and to make a difference.
Benefits:
- health insurance
- dental
- vision
- short-term disability
- life insurance
- paid holidays
- paid time off
- fertility treatment benefit
- 401(k)
- equity
- eligibility for a discretionary company-wide bonus
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