Head of Technical Alliances and Developer Ecosystem

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.

As An Active Member Of Our Team, You Will…

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.

• 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.

If You’ve Got It - We Want It

• 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.

Salary Range (165,000-250,000)

The salary for this role is dependent on geographic location. The salary offered within the range described will be based on the individual candidate’s job-related knowledge, skills, and experience. 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.