About this role.
Cribl is seeking a GSI Partner Business Manager to develop and execute its go-to-market strategy with major global systems integrators across EMEA, initially emphasizing Accenture and Deloitte. The role owns partner relationship development, joint pipeline creation, account mapping, enablement, and repeatable solution development across security, observability, cloud, and data. This is a hands-on strategic alliances position that works closely with sales, technical, marketing, and global alliance teams to generate measurable revenue outcomes. The successful candidate will be an independent enterprise-software partnerships leader with strong executive communication skills and experience navigating GSI operating models. The remote UK-based role includes travel and occasional work across EMEA time zones.
Role DNA
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5/5Autonomy Level
5/5Communication Load
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Sample interview questions
I begin by understanding the partner's strategic priorities, practice structure, sales incentives, and target accounts. I then establish executive sponsorship and a field operating cadence that includes account mapping, joint pipeline reviews, enablement plans, and measurable mutual objectives.
I would identify the practices and industry teams where Cribl's security, observability, and data capabilities solve active client problems. From there, I would align Cribl account teams with the relevant GSI sellers and architects, develop joint value propositions, prioritize named accounts, and inspect pipeline progression through regular reviews.
I would track sourced and influenced pipeline, closed revenue, number and quality of joint opportunities, trained and certified partner personnel, executive engagement, joint account coverage, solution adoption, and progress against agreed business-plan milestones. I would balance lagging revenue indicators with leading indicators such as enablement and field activity.
I would work with the partner's practice leaders and technical teams to identify a repeatable customer use case, define the service scope and reference architecture, and provide targeted enablement and certification. I would then support pilot engagements, capture delivery learnings, create sales plays and collateral, and scale the offering through the partner's field organization.
I use a clear regional partner plan with defined objectives, account priorities, owners, milestones, and success metrics. I communicate trade-offs transparently, focus resources on the opportunities with the strongest strategic and revenue potential, and maintain a consistent operating cadence to keep stakeholders aligned.
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.
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.
- 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.
If You’ve Got It – We Want It
- 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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Bring Your Whole Self
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. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.
Interested in joining the Cribl herd? Learn more about the smartest, funniest, most passionate goats you’ll ever meet at cribl.io/about-us.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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