Strategic Channel Manager

Summary

Join Grafana Labs as a GSI Partner Manager and develop strategies to increase revenue streams. Collaborate with Grafana to identify and contract with partners to enhance customer value and win rates. Craft and implement partner growth plans, train partner sellers, and build strong relationships with strategic partners. Drive partner referrals, establish quarterly/annual plans to meet revenue goals, and work with Sales Operations to track progress. Build relationships with Partner Marketing to develop value propositions and marketing campaigns. Participate in industry events. This role requires significant experience in managing tier-1 partner alliances within a SaaS environment and a proven track record of driving revenue.

Requirements

• Have significant and demonstrable experience driving and managing tier-1 partner/alliances business initiatives within a SaaS environment
• Be an experienced strategic alliance leader with the ability to initiate and develop complex partnerships that deliver results
• Bring an extensive network inside some of the leading Global System Integrators
• Have technology knowledge that helps you engage and have credibility with product groups within Grafana and partners up to VP/CTO level engagements
• Have relevant experience working with partner sales and IT functions
• Have excellent written and verbal communication skills and competency in communicating at an executive level
• Have a demonstrated track record of driving revenue and consistent attainment to quota both quarter-over-quarter and year-over-year
• Have a proven history of negotiating partnership pricing and contracts
• Have a BA/BS
• Be open to travel ~ 50%

Responsibilities

• Develop and execute strategies to build incremental revenue streams for Grafana
• Collaborate with Grafana to identify, target, and contract with partners that allow us to increase value to customers, win rates and as a result, our revenue
• Craft and implement PG Plans to source revenue from the key GSI partners
• Partner with Grafana’ leadership to build effective rules of engagement
• Train and influence partner sellers by refining value propositions to meet specific client needs and facilitate client introductions to Grafana
• Build and maintain a positive relationship with strategic partners that enable Grafana products to drive new revenue streams
• Drive partner referral pipeline to Grafana Sales Executives
• Establish quarterly and annual plans to meet revenue growth objectives and maintain fiscal accountability for revenue quota
• Work with Sales Operations to build a reporting mechanism that provides visibility on your efforts and strategies to achieve overall revenue contribution
• Build relationships with Grafana’s Partner Marketing to develop value propositions and marketing/PR campaigns necessary to drive demand for/through channel partners
• Participate in partner conferences & O11Y events

Preferred Qualifications

• Have direct SaaS Selling Experience
• Have an MBA

Benefits

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