Strategic Channel Manager | Remote | West Coast US

Grafana Labs

2d•$265,000 - $290,000•Remote

About The Position

Grafana Labs is seeking a Strategic Channel Manager, West, to develop, execute, and evolve the partner go-to-market strategy across the Western region. The role works closely with Sales, Marketing, Operations, and leadership to align go-to-market efforts with product, technical, and sales development initiatives. Its primary objective is to generate immediate and future revenue growth through partners, especially Regional and Boutique Systems Integrators and Value-Added Resellers. The manager will develop an emerging regional partner community and help shape the role and partner strategy as Grafana Labs grows. The position is remote and ideally located on the North America West Coast.

Requirements

At least 7 years of experience in channel sales.
A demonstrated history of consistent goal achievement at high-growth startups.
Experience with a consultative sales approach focused on exceptionally high levels of customer, partner, and community satisfaction.
Proven experience developing a high-performing channel strategy.

Nice To Haves

Experience selling SaaS and/or open-source technology.
Experience with open-source technologies or in the metrics/monitoring space.
Experience working in a remote setting.
Ideally located in the Bay Area.

Responsibilities

Own partner opportunity identification and deal acceleration activities to drive revenue targets.
Lead regional partner identification, activation, and development.
Develop partner capabilities, co-sell motions, and brand awareness initiatives.
Establish strong executive relationships and create partnership business plans.
Work with leadership to manage pipeline and revenue commitments.
Coordinate across Grafana Labs on message alignment, operational coordination, and evangelism of the partner strategy and program.