Tech Alliance Partner Operations Manager

About the position

Cribl is currently seeking a Manager of Tech Alliance Partner Operations to join our Revenue Operations team. The Cribl Manager of Partner Operations will be responsible for aligning and executing the partner strategy by building and delivering analytics, reporting, processes creation and definition as well ownership of the Partner Relationship Management platform and portal. The candidate will help operate Cribl Partner Portal and Tech alliances workflows. You will have prior experience with PRM tools on both the vendor and partner side. The individual must have an intimate knowledge of this technology to guide us through business processes and integrations that need to be created. Will work closely with the rest of the Global BD, Global Field Sales and Product Management on our Partner Ecosystem Strategy execution. The incumbent will also help drive program functions for GTM Partners across the entire lifecycle of a partner. Must be resourceful and unafraid to work through ambiguity. Be able to incorporate a passion for relationships and people to bring new approaches to Cribl.

Responsibilities

• Oversee the day-to-day partner operations and partner performance metrics for Technology Alliances function
• Own the Partner Relationship Management (PRM) toolset and partner portal working with vendors and key internal stakeholders
• Help design and continuously improve partner portal in order to drive value for users, partners and community
• Maintain and update SFDC in order to properly support and report on the TAP business
• Co-develop Cribl Technical Alliances Program including business processes, integrations and tooling to support operationalizing the benefits, requirements, marketing, enablement and sales functions
• Accountable for working with cross functional teams from Product Management, Engineering, Marketing, Sales, Legal and Enablement to assist alliances
• Collaborate with Cloud Alliances team on cloud marketplaces including deal forecasting and deal registration with AWS, Azure and GCP Marketplaces
• Optimize deal registration processes with the various cloud and integration partners
• Monitor, analyze, and report out performance and use insights to form decisions
• Track and measure success of programs through goals around partner adoption, engagement, marketing activities, external industry awareness, and input from internal stakeholders
• Drive operational efficiency by continually refining Partner Operations processes

Requirements

• B.Sc. or equivalent educational background is preferred
• 4+ years of experience in channel and alliance partner sales operations
• A minimum of 4 years’ experience with strategy development, partnership management or business development in the technology industry
• 4+ years’ working with Salesforce.com Creating reports, dashboards, and ensuring data integrity
• 2+ years’ experience working with public cloud provider marketplaces managing transactions and deal flow: sales quotes, deal forecasting, deal interactions with public cloud providers, etc.
• 3 years’ experience with PRM tools (such as: Allbound, Crossbeam, etc.)
• In-depth experience with SFDC and knowledge of best practices, along with proficiency in reporting and dashboards including custom report types, filters, formula fields, dynamic dashboards and dashboard filters
• Experience with other GTM operations areas like marketing and customer success
• Experience with Software-as-a-Service (SaaS) 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

Nice-to-haves

• Plus if experience includes Tackle, AWS, GCP, and Azure portals

Benefits

• Health insurance
• Dental insurance
• Vision insurance
• Short-term disability insurance
• Life insurance
• Paid holidays
• Paid time off
• Fertility treatment benefit
• 401(k)
• Equity
• Eligibility for a discretionary company-wide bonus