Head of Technical Alliances and Developer Ecosystem

Cribl

2d • Remote

About The Position

Cribl does differently.
What does that mean? It means we are a serious company that doesn’t take itself too seriously; and we’re looking for people who love to get stuff done, and laugh a bit along the way. We’re growing rapidly - looking for collaborative, curious, and motivated team members who are passionate about putting customers first. As a remote-first company we believe in empowering our employees to do their best work, wherever they are.
As the data engine for IT and Security many of the biggest names in the most demanding industries trust Cribl to solve their most pressing data needs. Ready to do the best work of your career? Join the herd and unlock your opportunity.
Why You’ll Love This Role
Cribl is evolving into the AI Platform for Telemetry, and our long-term differentiation will be driven not only by integrations, but by a scaled developer and partner ecosystem building on top of Cribl platform.
This role expands beyond traditional alliances into platform ecosystem leadership. You will own the strategy and execution of:
Strategic technology alliances (cloud, security, observability, AI).
Developer ecosystem strategy and monetization.
“Build-with” and “build-on” motions that convert integrations into platform adoption and revenue leverage.
You will operate at the intersection of Product, Engineering, GTM, and Partners, shaping Cribl into a programmable AI platform for telemetry, not just an integration hub.
Cribl is at an inflection point to establish:
A developer-first telemetry platform.
A partner-powered data ecosystem.
A new control plane for telemetry in the AI era.
This role is accountable for making that real.

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.

Responsibilities

• Strategic Alliance Development: 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.
• Ecosystem & Platform Strategy: 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).
• Program Development, Alliance Management and Technical Guidance: 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.
• Cross-Functional Collaboration: 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.
• Performance Monitoring and Reporting: 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.
• Thought Leadership and Evangelism: 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.

Benefits

• In addition to a competitive salary, Cribl also offers a generous benefits package which includes health, dental, vision, short-term disability, and life insurance, paid holidays and paid time off, a fertility treatment benefit, 401(k), equity, and eligibility for a discretionary company-wide bonus.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 501-1,000 employees