Strategic Channel Manager - Grafana Labs

Grafana Labs is looking for a Channel Manager to develop, execute, and evolve our partner go-to-market strategy in India. You will work closely with Sales, Solution Engineering, Marketing, Operations, and the leadership team to align sales and go-to-market efforts with product, technical, and sales development efforts. Your key task is to deliver immediate and future partner-sourced revenue growth, working primarily with Grafana's regional Systems Integrators and Value-Added Resellers.

As the first dedicated channel hire in India, you will build an emerging partner community and shape the role, the strategy, and the playbook inside a rapidly growing company where partners are a core part of go-to-market.

This is a sales-focused channel role for someone who thrives in a fast-paced environment, is comfortable owning a partner-sourced revenue number, and can build on a fast-growing channel business.

What You'll Be Doing

• Develop executive-level relationships with focus partners in India.
• Own partner opportunity identification and deal acceleration to drive revenue targets.
• Lead the identification, activation, and development of regional partners.
• Develop partner capabilities, co-sell motions, and brand awareness initiatives.
• Establish strong executive relationships to create partnership business plans.
• Work with leadership to manage pipeline and revenue commitments.
• Work across Grafana Labs on message alignment, operational coordination, and evangelism of the partner strategy and program.

What Makes You a Great Fit

• 7+ years of experience in channel sales or sales (selling with partners).
• Experience selling SaaS (open source technology is a plus), and familiarity with BEPIC and MEDDPICC selling methodologies.
• A demonstrated history of consistent goal achievement at high-growth startups.
• A consultative sales approach, with the goal of keeping customer, partner, and community satisfaction exceptionally high.
• Proven experience developing a high-performing channel strategy for SaaS vendors new to the India market.

Bonus Points For

• Running low-touch deal cycles with partners independently of the direct sales team.
• A demonstrated ability to increase partner-sourced revenue (NACV) contribution to India's overall revenue.

Compensation & Rewards

In India, an OTE (On-Target Earnings) compensation structure applies for this role. Actual compensation may vary based on level, experience, and skillset. All roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success.

Why You’ll Thrive at Grafana Labs

• 100% Remote, Global Culture: Collaborate with team members around the world united by shared purpose.
• Open Source Roots: Community-driven values shape how work gets done.
• Empowered Teams: High trust, low ego culture valuing outcomes over optics.
• Annual Leave & Shutdown Days: Global annual leave policy of 30 days per annum, including 3 dedicated Grafana Shutdown Days.
• In-Person Onboarding: Dedicated onboarding program with fellow new joiners.