Strategic Channel Manager

Summary

Join Grafana Labs as a Channel Manager, US East, and spearhead the development and execution of partner go-to-market strategies in the US West Coast region. Collaborate with sales, marketing, and leadership teams to align sales efforts with product and technical development. Your primary focus will be driving revenue growth through strategic partnerships with Regional and Boutique Systems Integrators and Value-Added Resellers. This role demands experience managing an emerging partner community and requires you to shape the role and strategy within a rapidly growing company. The ideal location is anywhere on the US West Coast. Compensation includes a competitive OTE and benefits such as equity and bonus.

Requirements

• 10+ years of experience in channel sales
• 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
• Proven experience developing a high performing Channels strategy

Responsibilities

• Own partner opportunity identification and deal acceleration activities to drive revenue targets
• Lead the identification, activation and development efforts for regional partners
• Develop partner capabilities, co-sell motions and brand awareness initiatives
• Establish strong executive relationships to create partnership business plans
• Work with leadership to manage pipeline and revenue commitments
• Work across Grafana Labs to provide input on message alignment, operational coordination, and evangelism of the partner strategy and program

Preferred Qualifications

Experience selling SaaS and/or open source technology

Benefits

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