Cloud Alliance & Channel Manager

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August 9

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Bindplane

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API • Cybersecurity • Enterprise

Bindplane is a unified telemetry pipeline built on OpenTelemetry, designed to simplify telemetry operations for enterprise users. With its unique features, Bindplane enables teams to gather, process, and ship critical data from diverse environments using a single tool. By streamlining the management of OpenTelemetry collectors and offering intuitive controls, Bindplane promotes effective observability while significantly reducing costs by up to 40%. The company is a proud contributor to the OpenTelemetry project, aiming to enhance industry standards for cloud service providers and observability users.

11 - 50 employees

Founded 2020

🔌 API

🔒 Cybersecurity

🏢 Enterprise

📋 Description

• About Bindplane • Bindplane is an innovative, fast-growing startup at the forefront of observability technology. • We’re building the first truly unified OpenTelemetry-based observability pipeline. • At Bindplane, we’re not just building software. We’re shaping the future of observability. • We thrive on pushing boundaries, solving meaningful challenges, and creating tools that make a real impact for our customers. • Role Overview • We’re looking for a strategic, hands-on Google Cloud Alliance & Channel Leader. • This is a unique opportunity to transform strong momentum into a scalable, repeatable program. • You’ll play quarterback, steering our Google Cloud and channel ecosystem toward aggressive growth targets. • This role reports to the Head of Sales (or CEO) and is fully remote (U.S.-based), with travel up to ~25%. • What You’ll Do • Alliance Strategy • Set annual and quarterly revenue plans for Google-influenced and channel-driven growth. • Deepen executive relationships at Google Cloud and with top resellers & GSIs. • Map Bindplane’s value to Google Cloud Security initiatives and roadmap priorities. • Channel Program Development • Recruit, onboard, and enable new resellers, MSSPs, and GSIs. • Design tiering structures, incentive models, MDF, and joint business plans. • Build scalable playbooks for partner marketing, enablement, and certification. • Go-to-Market Execution • Launch joint campaigns, events, and customer stories in partnership with Marketing. • Drive co-sell motions with Sales to accelerate deal cycles. • Align on account mapping and pipeline reviews with Google PDMs & field teams. • Sales & Field Enablement • Develop and deliver partner training, battlecards, demo assets, and win/loss reviews. • Monitor partner-influenced pipeline, win rates, and time-to-close metrics. • Metrics & Reporting • Own KPIs including partner-sourced ARR, pipeline coverage, active co-sell deals, and partner NPS. • Provide monthly dashboards and QBRs to the executive leadership team. • Team Growth • Hire and mentor future specialists (GSI lead, reseller manager) as the program scales.

🎯 Requirements

• 7+ years in alliance, channel, or strategic partnership roles within cloud or enterprise SaaS • Proven success building and executing programs with top cloud providers (Google, AWS, or Azure) • Strong executive presence with the ability to influence internally and externally • Experience designing partner tiering, incentives, and go-to-market playbooks • A data-driven approach to tracking KPIs, reporting, and driving accountability • Hands-on, self-starter attitude. You are comfortable rolling up your sleeves in a high-growth startup • Familiarity with observability, security, or adjacent cloud technologies is a plus

🏖️ Benefits

• 401(k) retirement savings plan with employer matching • Comprehensive health, dental, and vision insurance • Life insurance coverage • Employee assistance program for personal and professional support • Generous paid time off, including vacation, sick leave, and holidays • Opportunities for professional development and continuous learning