Strategic Channel Manager

Summary

Join Grafana Labs as a Strategic Channel Manager and develop, execute, and evolve all aspects of our partner sales strategy in the UK region. You will champion the growth of our EMEA partner program and collaborate with various teams to align sales and go-to-market efforts. Develop and deliver revenue growth through the partner channel, build and manage an emerging partner community in the UK, and act as a trailblazer to shape the role and strategy. Proactively identify and onboard high-potential partners, building practices and businesses around Grafana. Work with partners to develop and execute joint business plans, facilitate joint sales campaigns, and build brand awareness. Build a partner pipeline, manage pipeline commitments, and profile partners' focus and core competencies. Collaborate with the leadership team to develop quarterly sales targets and provide input on message alignment and operational coordination.

Requirements

• 5+ 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 carving out the Channels strategy in EMEA
• Strong focus on sales mentality
• Must be located in UK

Responsibilities

• Proactively identify high-potential partners, onboard and develop relationships with them, and work with them to build practices and businesses around Grafana
• Work with partners including at executive level to develop and execute joint business plans to drive specific revenue targets, working closely with the Grafana regional sales teams
• Primarily working with 3 of our key strategic UK partners. 10% on partner recruitment
• Work closely with partners and Grafana sales teams to facilitate joint sales campaigns
• Develop and execute a strategy to build awareness of the Grafana brand and recruitment of new partners
• Build a partner pipeline and manage the partners to pipeline commitments
• Develop a means of profiling each partner’s focus and core competencies to drive an understanding of the partners business model in developing Grafana in their respective territory or industry
• Work with the leadership team to develop quarterly sales targets for the UK partner channel
• Work across Grafana Labs to provide input on message alignment, operational coordination, and evangelism of the partner strategy and program

Preferred Qualifications

Experience selling in open source technology is a plus

Benefits

• In the United Kingdom , the OTE (On-Target Earnings) compensation range for this role is GBP 197,600 - GBP 216,000
• Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process
• All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success
• 100% Remote, Global Culture - As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose
• Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment
• Transparent Communication – Expect open decision-making and regular company-wide updates
• Innovation-Driven – Autonomy and support to ship great work and try new things
• Open Source Roots – Built on community-driven values that shape how we work
• Empowered Teams – High trust, low ego culture that values outcomes over optics
• Career Growth Pathways – Defined opportunities to grow and develop your career
• Approachable Leadership – Transparent execs who are involved, visible, and human
• Passionate People – Join a team of smart, supportive folks who care deeply about what they do
• In-Person onboarding - We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it
• 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