Strategic Channel Manager
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Job Description
Strategic Channel Manager driving partner strategy and revenue for Grafana Labs’ open-source observability platform. Managing systems integrators and reseller partnerships across Western North America.
Responsibilities:
- Develop, execute, and evolve the partner go-to-market strategy for the Western region
- Align sales and go-to-market efforts with product, technical, and sales development initiatives
- Drive immediate and future revenue growth through the partner channel
- Manage relationships with Regional and Boutique Systems Integrators and Value-Added Reseller partners
- Identify partner opportunities and accelerate deals to drive revenue targets
- Lead identification, activation, and development of regional partners
- Develop partner capabilities, co-sell motions, and brand awareness initiatives
- Establish executive relationships and create partnership business plans
- Manage pipeline and revenue commitments with leadership
- Coordinate message alignment, operations, and partner-strategy evangelism across Grafana Labs
Requirements:
- 7+ years of experience in channel sales
- Experience selling SaaS and/or open source technology is a plus
- Demonstrated history of consistent goal achievement at high growth startups
- Experience with a consultative sales approach focused on maintaining high customer, partner, and community satisfaction
- Proven experience developing a high-performing channel strategy
- Experience with open source technologies or in the Metrics/Monitoring space is a bonus
- Experience working in a remote setting is a bonus
Benefits:
- Restricted Stock Units (RSUs)
- 100% remote, global culture
- Career growth pathways
- In-person onboarding
- 30 days of annual leave per annum, including 3 Grafana Shutdown Days
- Transparent communication and regular company-wide updates
- Autonomy and support to innovate
- Empowered, high-trust teams
- Approachable and involved leadership
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