Strategic Cloud Partner Manager | Remote | US

Grafana Labs

12d•$258,000 - $280,000•Remote

About The Position

Grafana Labs is seeking a Strategic Cloud Partner Manager to lead cloud partnership growth across AMER with AWS, Google Cloud, and Microsoft Azure. This role involves working closely with the Head of the AMER Partner organization to align cloud initiatives with regional strategy and building a scalable, repeatable cloud go-to-market motion across AMER in collaboration with CSP field teams, solution engineers, and SI partners. The goal is to drive joint business acceleration by deepening engagement with the region’s major cloud ecosystems. Grafana Labs is a 100% remote company with a global collaborative culture and a passion for meaningful work, thriving in an innovation-driven environment where transparency, autonomy, and trust fuel everything they do.

Requirements

6–10+ years’ experience in AMER partner, alliances, or cloud sales roles within enterprise software, SaaS, or cloud technology companies.
Hands-on experience running joint go-to-market and co-sell motions with AWS, GCP, or Azure.
Proven ability to generate new opportunities through structured cloud-field engagement.
Strong capability in delivering training and enablement across diverse AMER audiences.
Excellent relationship-building skills with the ability to influence senior stakeholders internally and externally.
Confident managing pipeline, forecasting, and reporting.
Comfortable working across distributed teams and multiple time zones.

Nice To Haves

Experience with cloud marketplaces, incentives, co-marketing funds, and programmatic partnership operations.
Understanding of AMER SI, consulting, and cloud-native partner ecosystems.
Background in high-growth SaaS or cloud-platform environments.

Responsibilities

Developing and executing the AMER cloud partner strategy aligned to global cloud priorities.
Building strong field relationships with AWS, GCP, and Azure to support co-selling, account alignment, and joint pursuit activity.
Creating partner-sourced pipeline by educating cloud teams and activating CSP channels as a business-generation engine.
Delivering enablement programs, workshops, and technical training for CSP sales and technical teams across APJ.
Orchestrating joint go-to-market initiatives with cloud providers and SI partners, including events, campaigns, workshops, and customer-success projects.
Managing operational elements of cloud partnerships such as Marketplace transactions, cloud credits, co-marketing funds, and program compliance.
Integrating cloud-partnership activities with APJ sales, partner, marketing, and product teams.
Tracking and reporting partner activity, co-sell pipeline, and performance metrics.
Monitoring regional cloud-market trends to inform ongoing strategy.