Cloud Partner Sales Manager
About The Position
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 cloud service provider (CSP) field, executive, and technical organizations and advancing co-sell, marketplace, and customer adoption opportunities. The role serves as the key connector between internal enterprise sales teams and external CSP ecosystems. It cultivates executive, field sales, and technical relationships; aligns cloud sales plays; oversees joint account mapping; and leads co-selling initiatives to grow pipeline and customer adoption. This is a remote role, with a preference for candidates in the Northeast. The position may occasionally require work outside standard hours because teams operate across multiple time zones.
Requirements
- 5–10+ years in enterprise software sales, business development, or strategic alliances in SaaS or the ISV ecosystem.
- Track record of achieving or exceeding partner-sourced or co-sell revenue targets with major cloud providers.
- Strong understanding of cloud ecosystems, marketplaces, co-sell programs such as AWS ACE, Microsoft Partner Center, or GCP Partner Advantage, and consumption-based business models.
- Ability to build executive relationships and influence matrixed sales organizations.
- Strong strategic, analytical, communication, and presentation skills.
- Ability to manage complex joint pipelines and translate technical solutions into business value.
Nice To Haves
- Bachelor’s degree in Business, Marketing, Computer Science, or a related field, or equivalent practical experience is preferred.
Responsibilities
- Develop multi-year partner plans with shared goals, milestones, and KPIs.
- Track performance against Strategic Collaboration Agreements, including revenue, cloud consumption, co-investment, and program benefits; identify risks and course corrections.
- 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.
- 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 customer onboarding, adoption, and consumption.
- Equip Cribl and CSP field teams to position Cribl’s value and solutions.
- Partner with Marketing on co-marketing, demand generation, and field events.
- 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.
Benefits
- Health insurance
- Dental insurance
- Vision insurance
- Short-term disability insurance
- Life insurance
- Paid holidays
- Paid time off
- Fertility treatment benefit
- 401(k)
- Equity
- Incentive compensation (commission) for sales and some sales-adjacent roles; other roles may participate in the Cribl Corporate Bonus Program
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What This Job Offers
Job Type
Full-time
Career Level
Senior
