Strategic Channel Manager

Summary

Join Grafana Labs as the Manager, Channel Sales for APAC and lead the regional Channel team in recruiting, developing, and managing strategic Channel and SI partnerships to drive company growth. You will be responsible for developing and executing a regional partner plan, building out the territory, and working with partners to generate new business. The ideal candidate will have experience in generating net new enterprise business through channel and SI partners, growing the partner ecosystem, and working with Cloud partners on go-to-market execution. You will manage a team, develop joint business plans, establish thought leadership, and work closely with regional partners and sales teams. This role requires proven success in quota achievement, building and managing teams, and establishing partner strategies that generate partner-led customer engagements. The position also involves working with Salesforce and other sales-oriented tracking tools.

Requirements

• Passionate about developing and working with the partner ecosystem
• Established Channel relationships in the APAC region
• Proven revenue track record of quota achievement with reseller and SI partnerships
• Proven track record in building and managing successful teams
• Demonstrate the ability to successfully establish partner strategies which generate partner-led customer engagements
• Established relationships with Channel and SI partners
• Exceptional organizational skills and demonstrated ability of outlining and establishing partner strategies
• Prior experience in MEDDIC based sales methodology
• Prior experience working in a start-up environment
• History of accurate forecasting and business reporting
• Experience working with Salesforce and other sales oriented tracking tools
• Demonstrate leadership that promotes and embodies the Grafana Values

Responsibilities

• Managing the APAC Channel team to activate focus partners and generate partner sourced pipeline and revenue by developing go-to-market strategies with Channel and SI partners in the region
• Develop joint business plans with strategic Channel & SI partners and deliver against joint targets
• Establish thought leadership with focus partners to influence their GTM and sales strategy to be in alignment with the Grafana offerings
• Work closely with regional partners and sales teams to identify mutual prospects, resulting in new business meetings and partner sourced pipeline
• Establish enablement plans to help focus partners develop technical pre-sales and post-sales capabilities which drive customer success
• Develop and execute a comprehensive regional partner plan
• Recruit, onboard and enable new partners into the Grafana Labs ecosystem
• Work closely with Grafana field teams to drive partner collaboration and alignment
• Participate and support the APAC business reviews with Sales Teams
• Help to build and promote the APAC partner communities