FSI/GSI Partner Business Manager (Public Sector)

Cribl•Washington, DC

18h•Remote

About The Position

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. Cribl is looking for a Public Sector Federal Systems Integrator Partner Business Manager in a “sell through” capacity with strong Public Sector relationships and experience. This candidate should have strong skills in Federal and SLED program strategy and deep ties into the FSI /GSI (SLED) community to grow and accelerate our partner GTM strategy. Candidates should also have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus. We are looking for candidates that are creative, aggressive and looking to advance Cribl’s value towards Public Sector initiatives and missions. Please note, this is a remote role based out of the Washington DC Metro Area.

Requirements

Strong motor, execution and intrinsically driven
Deep Public sector relationships and proven revenue generation Federal System Integrator community
7-10 years of high-tech business development or Channel at a high-growth start up, successfully implementing channel/field alliances strategy to drive dramatically increased sales
Highly organized and detail oriented
Natural and highly effective relationship / partner development skills
Ability to formulate a partnership vision, strategy, and execution plan
Experience with Cloud Software Vendors and their strategies/business models
Ability to run quickly with little supervision and adapt to a fast-paced, constantly changing environment
A high degree of honesty, integrity and sound judgment

Nice To Haves

BA/BS degree, MBA or Masters degree from a top university a plus

Responsibilities

Seasoned revenue generation track record driving sales in both direct and Channel roles selling into the Public Sector space
Public sector FSI/GSI (SLED) success with a rolodex of partners and their key executives and sales leaders
Strong history of building and driving pipeline generation at the field level in FSI/GSI(SLED) Community go-to-market organizations
Proven history of exceeding sales quotas
Ability to forecast revenue accurately with strong Salesforce.com skills
Passionate Channel champion who can provide world-class relationship development and thought leadership across an assigned Public Sector partner base to increase revenue and drive incremental business opportunities
Work with Cribl’s Executive, Technology Alliances, Marketing and Sales teams to identify key Public Sector System Integrator partners and opportunities
Build a strategic plan for initiating conversations and selling the value of a mutually beneficial working relationship to those partners, and drive the structure of partnerships
Serve as the partner advocate inside Cribl; evangelize FSI/GSI partners and the opportunities they present by injecting partner DNA into Cribl
Collaboration with Public Sector Sales Leaders and Alliance Managers across several territories (Civilian, DoD, SLED, and Intel) to drive strategic initiatives and foster collaborative relationships
Understand and apply market trends, mission priorities, and partner goals to envision, shape, and assist in closing opportunities.