Strategic Channel Manager

Summary

Join Grafana Labs as a Strategic Channel Manager, Northeast and develop, execute, and evolve the partner go-to-market strategy in the Northeast region. Collaborate with Sales, Marketing, Operations, and leadership to align sales and go-to-market efforts. Develop and deliver revenue growth through the partner channel, focusing on Regional and Boutique Systems Integrators and Value-Added Reseller partners. Manage an emerging partner community, shaping the role and strategy within a rapidly growing company. The ideal location is anywhere on the North America East coast. The role offers a competitive compensation package and benefits, including equity and bonus.

Requirements

• 7+ 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 is a plus
• Ideally located in Toronto

Benefits

• Equity
• Bonus