Cloud Partner Sales Manager

This is a fully remote position, open to applicants in Pennsylvania.

📋 Description

• Create multi-year partnership strategies that encompass shared objectives, milestones, and key performance indicators.

• Monitor performance in relation to Strategic Collaboration Agreements, focusing on revenue, cloud usage, co-investment, and program advantages.

• Recognize partnership risks and implement necessary adjustments.

• Manage regional targets that are driven by and influenced by partners.

• Oversee joint account mapping, deal registrations, pipeline assessments, and forecasting alongside Cribl and CSP sales teams.

• Align CSP sales initiatives with Cribl solutions to enhance win rates and expedite deal processes.

• Utilize AWS, Azure, and GCP marketplaces to streamline procurement and support customer cloud commitments.

• Collaborate with Sales, Product, Solutions Engineering, and Customer Success teams to accelerate onboarding, adoption, and consumption.

• Equip Cribl and CSP field teams to effectively communicate Cribl’s value and solutions.

• Work with Marketing on co-marketing efforts, demand generation, and field events.

• Cultivate relationships with CSP executives, sales leaders, and technical architects.

• Conduct regular business reviews and executive presentations.

• Provide scorecards, pipeline insights, updates on commitments, and actions to enhance partnerships.

• Occasionally undertake tasks outside of standard working hours to facilitate collaboration across different time zones.

⛳️ Requirements

• 5–10+ years of experience in enterprise software sales, business development, or strategic partnerships within SaaS or the ISV ecosystem.

• Proven success in meeting or exceeding revenue targets sourced from partners or co-sell initiatives with major cloud providers.

• Deep understanding of cloud ecosystems, marketplaces, co-sell programs such as AWS ACE, Microsoft Partner Center, or GCP Partner Advantage, and consumption-driven business models.

• Capability to establish executive relationships and influence matrixed sales organizations.

• Excellent strategic, analytical, communication, and presentation abilities.

• Proficiency in managing complex joint pipelines and translating technical solutions into business value.

• Bachelor's degree in Business, Marketing, Computer Science, or a related discipline, or equivalent practical experience is preferred.

🏝️ 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 certain sales-adjacent roles

• Remote-first work arrangement