Strategic Channel Manager, (Remote, USA)

  • Grafana Labs
  • United States
  • 14 Mar, 2024

Job Description

Grafana Labs is looking for a Senior Channel Manager who will be responsible for developing, executing, and evolving all aspects of our partner sales strategy in the US region. You will champion the evolution and growth of our US partner program and work closely with the Sales, Operations, and Leadership team to align sales and go-to-market efforts with our product, technical, and sales development efforts. You will be tasked with developing and delivering immediate and future revenue growth through our partner channel. This role requires the experience to build and manage an emerging partner community in the US and you will be well placed to act as a trailblazer to shape the role, develop and evolve the strategy to make your mark. 


  • Proactively identify high-potential partners, onboard and develop relationships with them, and work with them to build practices and businesses around Grafana 
  • Work with partners including at executive level to develop and execute joint business plans to drive specific revenue targets, working closely with the Grafana regional sales teams
  • Work closely with partners and Grafana sales teams to facilitate joint sales campaigns
  • Develop and execute a strategy to build awareness of the Grafana brand and recruitment of new partners
  • Build a partner pipeline and manage the partners to pipeline commitments
  • Develop a means of profiling each partner’s focus and core competencies to drive an understanding of the partners business model in developing Grafana in their respective territory or industry
  • Work with the leadership team to develop quarterly sales targets for the US partner channel
  • Work across Grafana Labs to provide input on message alignment, operational coordination, and evangelism of the partner strategy and program


  • 5+ years of experience in channel sales
  • Experience selling in open source technology is a plus
  • 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 carving out the Channels strategy in US
  • Must be located in the United States

In the US, the OTE compensation range for this role is USD $145,000 - USD $158,000.  Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable), and other benefits listed on our careers page.

*Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process.

About Grafana Labs: There are more than 20M users of Grafana, the open source visualization tool, around the globe, monitoring everything from beehives to climate change in the Alps. The instantly recognizable dashboards have been spotted everywhere from a NASA launch and Minecraft HQ to Wimbledon and the Tour de France. Grafana Labs also helps more than 3,000 companies -- including Bloomberg, JPMorgan Chase, and eBay -- manage their observability strategies with the Grafana LGTM Stack, which can be run fully managed with Grafana Cloud or self-managed with the Grafana Enterprise Stack, both featuring scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo).
Benefits: For more information about the perks and benefits of working at Grafana, please check out our careers page.
Equal Opportunity Employer: At Grafana Labs we’re building a company where a diverse mix of talented people want to come, stay, and do their best work. We know that our company runs on the hard work and the dedication of our passionate and creative employees. If you're excited about this role but your experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways.
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