Note: The job is a remote job and is open to candidates in USA. Grafana Labs, the company behind the open observability cloud, is seeking a Senior Channel Strategy & Operations Manager. This role involves defining growth strategies, providing insights into business performance, and building systems and processes to accelerate Grafana’s channel business.
Responsibilities
- Defining partner route to market categories and associated requirements and benefits
- Driving our development funds program and other financial incentives such as discounts and opportunity registration programs
- Creating programs that support channel go-to-market efforts including accreditations, specializations, competencies, and segmentation
- Architect pipeline acceleration programs, such as deal registration, rebates, and other performance-based rewards
- Lead annual strategy, business plan development, and quota/territory planning with each of our Partner leaders
- Structure and lead key strategic initiatives, establish and track KPIs, and develop best practices
- Provide innovative recommendations for partner business planning, reporting, scorecards, and forecasting processes
- Gather and synthesize relevant data, lead analyses and develop final recommendations around strategic and operational partner initiatives
- Manage weekly cadence of partner sales forecasting, lead generation, reporting, and analytics
- Develop formal reporting packages for partner and partner sales effectiveness and productivity. Conduct metrics reviews with partner leaders and supporting teams
Skills
- 5+ years of experience leading the design and effectiveness of the end-to-end partner programs (strategies, frameworks, processes, planning, procedures, and policies)
- Deep understanding of SaaS licensing models
- Foundational knowledge of various partner selling motions (i.e. ISV, MSP, OEM, Resell, Disti, etc.)
- Experience with Cloud Marketplaces (AWS, Azure, Google)
- Demonstrated track record of strategic thinking and analysis--seeing over the horizon to identify opportunities, envision models, and strategic paths to capture opportunities, as well as spot emerging risks
- Experience in a sales or GTM organization, and familiarity with common sales methodologies (MEDDPICC or MEDDIC)
- Excellent communication skills with executive audiences - explain 'what it is', 'why it matters,' and 'what should we do' in terms of your data and analysis
- High comfort with ambiguity. You identify the right priorities and put in the hard work without need for external motivation
- You think critically and creatively, continually reorienting to obstacles to define a better way to achieve our goals
- Previous experience in open source
- Experience with AWS partner network processes, including AWS Marketplace transactions
- Experience with partner portal technologies (SFDC Partner Community, Impartner, Crossbeam etc.)
- Experience with Grafana, Tableau or other analysis/BI tools
- Familiarity with Salesforce CPQ, Zuora, or other CPQ / Q2C / subscription management tools
Benefits
- 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. **We will comply with local legislation where applicable.**
Company Overview