Global Cloud Alliances Manager

Summary

Join Grafana Labs as a Global Cloud Alliances Manager to lead and expand go-to-market partnerships with AWS and Google Cloud. You will own the overall partnership strategy, nurturing and managing alliances to create growth opportunities and enhance joint go-to-market strategies. This critical role involves acting as the key contact between cloud partners and Grafana Labs' internal teams. You will develop go-to-market strategies, manage partner programs, and coordinate cross-functionally. The role requires extensive experience in SaaS ISV partnership programs and building go-to-market strategies with cloud partners. A competitive compensation package is offered, including equity and bonus.

Requirements

• 10+ years of experience building successful SaaS ISV partnership programs
• Experience building go-to-market strategies with cloud partners in a co-build, co-sell and co-market motion
• Fluency with AWS and Google Cloud services and their marketplaces
• Collaboration with the field in driving sell-to opportunities with Google Cloud
• Demonstrated history of consistent goal achievement at high growth startups
• Experience in consultative sales approach with the primary goal of maintaining exceptionally high levels of customer, partner, and community satisfaction
• Demonstrated leadership that promotes and exemplifies the highest levels of teamwork, integrity, accountability, and support to the field and partner teams

Responsibilities

• Develop the overall go-to-market strategies with cloud partners
• Be the key point of contact for cloud partner managers and executives, including for coordinating QBRs, EBCs, and all Cloud Events (reInvent, GoogleNext, ObsCon(s), Partner Summits)
• Identify and manage cloud partner programs, and own the strategy for translating these programs into outcomes for Grafana Labs in the field
• Develop and evangelise the “better-together” message for customers with cloud partners globally
• Identify opportunities to develop & take to market cloud/Grafana integrations and joint solutions
• Act as the cross-functional coordination point (i.e. working closely with Corporate Development, Global Partner Marketing, DealOps etc)
• Understand new Marketplace features and coordinate internally to ensure company readiness
• Maintain data related to our cloud partner business (sales, credits, etc) and regularly roll up reports to stakeholders - internal and external

Benefits

• Equity
• Bonus (if applicable)
• Other benefits listed on our careers page