Senior Channel Strategy & Operations Manager

Grafana Labs is a remote-first, open-source company with a global user base, providing visualization and observability tools used worldwide by various organizations. The company values transparency, autonomy, and innovation, fostering a collaborative culture.

Location: Remote

Salary: $178,503 - $215,000 OTE (US)

Responsibilities

• Define partner route to market categories and requirements.
• Drive development funds program and financial incentives.
• Create programs supporting channel go-to-market efforts including certifications and segmentation.
• Architect pipeline acceleration programs such as deal registration and rebates.
• Lead annual strategy, business plan development, and quota/territory planning with partner leaders.
• Structure and lead strategic initiatives, establish KPIs, and develop best practices.
• Provide recommendations for partner business planning, reporting, and forecasting.
• Gather and synthesize data, lead analyses, and develop recommendations.
• Manage weekly partner sales forecasting, lead generation, reporting, and analytics.
• Develop formal reporting packages for partner effectiveness and productivity.

Requirements

• 5+ years of experience in designing and managing partner programs.
• Deep understanding of SaaS licensing models.
• Knowledge of partner selling motions (ISV, MSP, OEM, Resell, Disti).
• Experience with Cloud Marketplaces (AWS, Azure, Google).
• Proven strategic thinking and analysis skills.
• Experience in sales or GTM organizations, familiar with sales methodologies like MEDDPICC or MEDDIC.
• Excellent communication skills for executive audiences.
• Comfort with ambiguity and high motivation.
• Critical and creative thinking skills.

Benefits

• 100% Remote, global culture.
• High-growth, scaling organization.
• Transparent communication and open decision-making.
• Innovation-driven environment.
• Strong open source roots.
• Empowered teams with high trust.
• Career growth opportunities.
• Approachable leadership.
• Supportive and passionate team.
• In-person onboarding.
• Global annual leave policy of 30 days, including shutdown days.

Additional Information

• Compensation range is country-specific; varies based on location.
• All roles include RSUs for ownership in Grafana Labs.
• Grafana Labs is an equal opportunity employer, committed to diversity and inclusion.
• The company may use AI tools in recruitment, with manual review of CVs.