Senior Partner Development Manager - Grafana Labs

About the Role

Grafana Labs is looking for a Sr Partner Development Manager to own the success of our OEM and Technology partners, including our new plugin marketplace. This role combines program management, data-driven decision-making, strategic thinking, and relationship management to scale our product partnerships portfolio. You will report to the Senior Director, Corporate Business Development.

What You’ll Be Doing

• Lifecycle Management: Manage the full lifecycle of our partner’s journey from onboarding to activation and renewal.
• Operational Scaling: Drive partners' operational success and revenue goals through one-to-many communication, leveraging automation and AI.
• Cross-Functional Collaboration: Work with internal teams to ensure partnership contracts and obligations are met.
• Process Definition: Create processes to ensure operational success of agreements with royalty or revenue share components.
• Performance Monitoring: Monitor deployment health and customer satisfaction to assess progress, identify risks, and mitigate blockers.
• Systems Development: Build dependable, automation-driven systems to surface program progress and partner success metrics.
• Sales Enablement: Work with Sales and Channel teams to navigate OEM partner relationships and enable customers to build their desired user experience.
• Documentation: Enhance documentation and create internal/external enablement materials.

What Makes You a Great Fit

• Experience: 5+ years of experience managing a portfolio of customers/partners, developing and driving strategies to maximize retention.
• Scale: Comfortable operating at scale and supporting partners through a 1:many engagement style.
• Technical Aptitude: Experience building agentic systems focused on automating processes and scale.
• Marketplace Expertise: Experience helping partners and customers navigate marketplaces and associated transactions.
• Analytical Mindset: Ability to solve real-world business challenges and identify areas of opportunity.
• Soft Skills: Detail-oriented, exceptional organizational skills, high integrity, and a continuous improvement mindset.

Why You’ll Thrive at Grafana Labs

• 100% Remote, Global Culture: Join a distributed team across 40+ countries.
• Ownership: All roles include Restricted Stock Units (RSUs).
• Balance: Global annual leave policy of 30 days per annum.
• Innovation: A high-trust, low-ego environment that values outcomes over optics.
• Transparency: Open decision-making and regular company-wide updates.