operations
Posted May 19Senior Channel Strategy & Operations Manager | United States | Remote
at Grafana Labs
United StatesRemote
Responsibilities
- 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.
- 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. What Makes You a Great Fit 5+ years of
- 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 •
Requirements
- With Grafana Cloud's actually useful AI, organizations can see, understand, and act on all their disparate data to move at the speed of their ambitions.
- Today, more than 35 million users and 7,000+ customers – including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce – trust Grafana Labs to ensure reliability of their applications and systems, resolve incidents quickly, and optimize their telemetry to reduce noise and cost.
- 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.
- 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).
- Creating programs that support channel go-to-market efforts including accreditations, specializations, competencies, and segmentation
- 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)
- Experience in a sales or GTM organization, and familiarity with common sales methodologies (MEDDPICC or MEDDIC)
- 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.
- Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings.
Benefits
- Driving our development funds program and other financial incentives such as discounts and opportunity registration programs
- You think critically and creatively, continually reorienting to obstacles to define a better way to achieve our goals. Bonus Points For
- In the US, the OTE range for this role is $ 178,503 - $215,000.
- Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process.
- *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 &
- Balance is Key - We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. *We will comply with local legislation where applicable.
- Equal Opportunity Employer: We will recruit, train, compensate and promote regardless of race, religion, color, national origin, gender, disability, age, veteran status, and all the other fascinating characteristics that make us different and unique.
Contact
- Learn more at grafana.com and follow us on LinkedIn and X .
Additional details
- Grafana Labs, the company behind the open observability cloud, is founded on the principles of open source, open standards, open ecosystems, and open culture.
- Grafana Cloud, our fully managed observability platform, is flexible and built for scale.
- We are a 100% remote company with 1,600+ team members across 40+ countries, and we’re backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P.
- We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work.
- Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.
- You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity. The Opportunity
- 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.
- You are an entrepreneurial and industrious leader who thrives collaborating with teammates that challenge you to grow every day.
- Defining partner route to market categories and associated requirements and benefits