Strategic Channel Manager

Summary

Join Grafana Labs as a Strategic Channel Sales Manager and develop, execute, and evolve all aspects of our partner go-to-market strategy in the Asia region (ASEAN, India, Greater China, and Korea). Work closely with various teams to align sales and go-to-market efforts. Develop and deliver immediate and future partner-sourced revenue growth through our partner channel, focusing on Regional Systems Integrators, Value-Added Resellers, and co-selling with Cloud Service Providers. Build an emerging partner community in the region and shape the role, developing and evolving the strategy within a rapidly growing company. This is a sales-focused channel role, not a programmatic one, requiring someone who thrives in a fast-paced environment and can own a partner-sourced revenue number. The role requires building executive-level relationships with key partners and driving revenue targets.

Requirements

• 7+ years of experience in channel sales or sales (selling with partners)
• Experience selling SaaS (open source technology is a plus) and familiar with BEPIC and MEDDPICC selling methodologies
• 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 for SaaS vendors new to the Asia market

Responsibilities

• Develop executive level relationships with Focus Partners in the Asia region
• 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

• Running Low Touch deal cycles with Partners independently of Direct Sales team
• Demonstrated ability to increase Partner Sourced revenue (NACV) contribution to the Asia region’s overall revenue

Benefits

• Equity
• Bonus (if applicable)
• 100% Remote, Global Culture
• Scaling Organization
• Transparent Communication
• Innovation-Driven
• Open Source Roots
• Empowered Teams
• Career Growth Pathways
• Approachable Leadership
• Passionate People
• In-Person onboarding
• Balance is Key - We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. *We will comply with local legislation where applicable