Strategic Channel Manager

Summary

Join Grafana Labs as a Channel Manager, US East, and spearhead the development and execution of our partner go-to-market strategy in the US East Coast region. Collaborate with various teams to align sales and go-to-market efforts with product, technical, and sales development initiatives. Drive revenue growth through our partner channel, focusing on Regional and Boutique Systems Integrators and Value-Added Reseller partners. This role requires managing an emerging partner community and shaping the strategy within a rapidly growing company. The ideal location is anywhere on the US East Coast. Compensation includes a competitive OTE and benefits such as equity and bonus (if applicable).

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)