Strategic Channel Manager
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Job Description
Strategic Channel Manager developing Grafana Cloud’s India partner ecosystem. Driving SaaS partner strategy, co-selling, pipeline, and revenue growth through regional integrators and resellers.
Responsibilities:
- Develop, execute and evolve Grafana Labs’ partner go-to-market strategy in India
- Develop executive-level relationships with focus partners in India
- Own partner opportunity identification and deal acceleration 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 to create partnership business plans
- Work with leadership to manage pipeline and revenue commitments
- Coordinate message alignment, operations and evangelism of the partner strategy and program across Grafana Labs
- Build an emerging partner community and shape the channel role, strategy and playbook in India
- Drive immediate and future partner-sourced revenue growth with Systems Integrators and Value-Added Resellers
Requirements:
- 7+ years of experience in channel sales or sales (selling with partners)
- Experience selling SaaS; open source technology is a plus
- Familiarity with BEPIC and MEDDPICC selling methodologies
- Demonstrated history of consistent goal achievement at high-growth startups
- Consultative sales approach focused on customer, partner and community satisfaction
- Proven experience developing a high-performing channel strategy for SaaS vendors new to the India market
Benefits:
- 100% remote, global culture
- In-person onboarding
- Global annual leave policy of 30 days per annum
- 3 annual leave days reserved for Grafana Shutdown Days
- Restricted Stock Units (RSUs)
- Career growth pathways
- Autonomy and support to ship great work
- Transparent communication and regular company-wide updates
- Empowered, high-trust, low-ego culture
- Approachable, involved and transparent leadership
- Global team and collaborative culture
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