Senior Channel Strategy & Operations Manager | United States | Remote

Grafana Labs

3h•$178,503 - $215,000•Remote

About The Position

Grafana’s GTM organization is looking for a Senior Channel Strategy & Operations Manager. Reporting to our Senior Director of Strategy & Planning, you will work with a cross-functional team of stakeholders to define growth strategies, provide insights to business performance, and build systems & processes to accelerate Grafana’s channel business. This is a foundational role that will partner directly with our VP of Global Partnerships and GTM leadership. To be successful, you will be able to operate in an entrepreneurial, fast paced environment as you help build the structures for our future growth. You are an entrepreneurial and industrious leader who thrives collaborating with teammates that challenge you to grow every day. Your background in Sales/GTM gives you the confidence to hit the ground running to quickly add value and rigor to Grafana’s field teams. You carefully balance the ability to put a hard technical problem under a microscope, without losing sight of the bigger picture required to effectively communicate with stakeholders. You prioritize those things that are important and urgent (instead of just doing more).

Requirements

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.

Nice To Haves

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.

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.