Strategic Channel Manager
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Job Description
Strategic Channel Manager driving partner-led revenue for Grafana Labs’ observability platform. Building regional alliances, co-sell motions, and channel strategy across the Western United States.
Responsibilities:
- Develop, execute, and evolve the partner go-to-market strategy in the Western region
- Align sales and go-to-market efforts with product, technical, and sales development efforts
- Drive immediate and future revenue growth through the partner channel
- Manage relationships with Regional and Boutique Systems Integrators and Value-Added Reseller partners
- Own partner opportunity identification and deal acceleration activities
- 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
- Provide input on message alignment, operational coordination, and partner-strategy evangelism
Requirements:
- 7+ years of experience in channel sales
- Demonstrated history of consistent goal achievement at high-growth startups
- Experience with a consultative sales approach
- Proven experience developing a high-performing channel strategy
- Experience selling SaaS and/or open-source technology is a plus
- Experience with open-source technologies or in the metrics/monitoring space is a bonus
- Experience working in a remote setting is a bonus
- Ideally located in the Bay Area
Benefits:
- Restricted Stock Units (RSUs)
- 100% remote work
- Career growth pathways
- In-person onboarding
- 30 days of annual leave per annum
- 3 annual leave days reserved for Grafana Shutdown Days
- Transparent communication and regular company-wide updates
- Autonomy and support to innovate
- Empowered, high-trust, low-ego teams
- Approachable and involved leadership
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