Cloud Alliances Manager at Cribl - $130K–$150K + Equity in Columbus
Career & Market Insight
This role sits at the intersection of cloud ecosystem strategy and enterprise SaaS sales — a high-demand niche that few professionals have fully developed. Building expertise across AWS ACE, Microsoft Partner Center, and GCP Partner Advantage co-sell programs simultaneously is rare and commands strong market value.
Compensation context: The $130,000–$150,000 base is on the conservative end for a senior cloud alliances role at a high-growth SaaS company — market benchmarks for comparable roles at similarly-staged companies typically run $150,000–$180,000 base. However, the commission/incentive component (not quantified in the posting) could materially close that gap, especially given Cribl's Fortune 100 customer base and fast growth trajectory.
Career development upside is significant:
- Deep CSP co-sell and marketplace experience is increasingly scarce and valued as cloud procurement becomes the dominant enterprise buying channel
- Executive relationship-building across AWS, Azure, and GCP simultaneously accelerates your network substantially
- Experience at a Series D+ unicorn in the AI/telemetry infrastructure space adds strong brand credibility
Culture signals: Cribl's "remote-first, people-first" language is consistent and specific — not boilerplate. The mention of "full selves" and "diversity drives innovation" alongside a clear equity stake suggests a company that has invested in culture intentionally. It reads more like a mid-stage growth company (~500–1,000 employees) than early startup chaos.
Green flags: Equity included, fertility benefits, Fortune 100 customer base. Watch for: Northeast preference suggests potential pressure to attend in-person field events — clarify expectations before accepting.
Headquarters: Remote - Philadelphia, Pennsylvania
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
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 CSP field, executive, and technical organizations and advancing co-sell, marketplace, and customer adoption opportunities.
You will act as the key connector between internal enterprise sales teams and external CSP ecosystems. By cultivating executive, field sales, and technical relationships, you will align key cloud sales plays, oversee joint account mapping, and lead co-selling initiatives to drive top-line pipeline growth and customer adoption.
This is a remote role with a preference for candidates located in the Northeast.
As An Active Member Of Our Team, You Will…
- Alliance strategy and governance: Develop multi-year partner plans with shared goals, milestones, and KPIs. Track performance against Strategic Collaboration Agreements (SCAs), including revenue, cloud consumption, co-investment, and program benefits; identify risks and course corrections.
- Co-selling and pipeline: 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.
- Marketplace and consumption: 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 onboarding, adoption, and consumption.
- Enablement and demand generation: Equip Cribl and CSP field teams to position Cribl's value and solutions. Partner with Marketing on co-marketing, demand generation, and field events.
- Executive alignment and reviews: 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.
- 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
- 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; able to manage complex joint pipelines and translate technical solutions into business value.
- Bachelor's degree in Business, Marketing, Computer Science, or a related field, or equivalent practical experience preferred.
Compensation
The salary for this role is dependent on geographic location and will be based on the individual candidate's job-related knowledge, skills, and experience.
In addition to base salary, employees in sales and some sales-adjacent roles are eligible to earn incentive compensation (commission). For all other roles, employees are eligible to participate in the Cribl Corporate Bonus Program.
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), and equity.
Base Salary Range: $130,000 — $150,000 USD
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.
To apply: https://weworkremotely.com/remote-jobs/cribl-cloud-partner-sales-manager-northeast
Frequently Asked Questions
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