Channel Account Manager | Remote | East Coast

Grafana Labs

1d•$260,000 - $280,000•Remote

About The Position

Grafana Labs is looking for a Strategic Channel Sales Manager, who will be responsible for developing, executing, and evolving all aspects of our partner go-to-market strategy in the US East Coast region. You will work closely with the Sales, Solution Engineering, Marketing, Operations, and leadership team to align sales and go-to-market efforts with our product, technical, and sales development efforts. Your key task will be to develop and deliver immediate and future partner sourced revenue growth through our partner channel, working primarily with Grafana’s Regional Systems Integrators and Value-Added Resellers. This role requires the experience to build an emerging partner community in the region and you will be well placed to act as a trailblazer to shape the role, develop and evolve the strategy to make your mark within a rapidly growing company where partners are a core element of its GTM. This is NOT a programmatic Channel and Distribution role where operationalisation of programmatic elements of a Channel business is the priority. This IS a Sales focus Channel role for someone who thrives in a very fast paced environment, is comfortable owning a partner sourced revenue number and has what it takes to build upon a fast growing Channel business in the region.

Requirements

Located in the US East (ideally Northeast) region
7+ years of experience in channel sales or sales (selling with partners)
Experience selling SaaS (open source technology is a plus) and MEDDPICC selling methodologies
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 developing a high performing Channels strategy for SaaS vendors

Nice To Haves

Running Low Touch deal cycles with Partners independently of Direct Sales team
Demonstrated ability to increase Partner Sourced revenue (NACV) contribution to the region’s overall revenue

Responsibilities

Develop executive level relationships with focus partners in the US East Coast region
Own partner opportunity identification and deal acceleration activities to drive revenue targets
Lead the identification, activation and development efforts for regional partners
Develop partner capabilities, co-sell motions and brand awareness initiatives
Establish strong executive relationships to create partnership business plans
Work with leadership to manage pipeline and revenue commitments
Work across Grafana Labs to provide input on message alignment, operational coordination, and evangelism of the partner strategy and program