Strategic Channel Manager - Grafana Labs

Grafana Labs is looking for a Strategic Channel Manager, West to develop, execute, and evolve all aspects of our partner go-to-market strategy in the Western US region. Working closely with Sales, Marketing, Operations, and leadership, you will align sales and GTM efforts with product, technical, and sales development initiatives. Your primary objective will be driving immediate and long-term revenue growth through regional and boutique Systems Integrators and Value-Added Reseller partners.

This role ideal for candidates located on the North America West Coast, offering the opportunity to act as a trailblazer shaping strategy within a rapidly growing, remote-first company.

Key Responsibilities

• Own partner opportunity identification and deal acceleration activities to drive revenue targets.
• Lead identification, activation, and development efforts for regional partners.
• Develop partner capabilities, co-sell motions, and brand awareness initiatives.
• Establish strong executive relationships to create comprehensive partnership business plans.
• Partner with leadership to manage pipeline and revenue commitments.
• Collaborate cross-functionally at Grafana Labs to align messaging, operational coordination, and partner program evangelism.

Requirements

• 7+ years of experience in channel sales.
• Demonstrated history of consistent goal achievement at high-growth startups.
• Experience in consultative sales focused on high customer, partner, and community satisfaction.
• Proven track record of developing a high-performing channels strategy.

Bonus Qualifications

• Experience selling SaaS and/or open-source technologies.
• Experience with metrics/monitoring tools or open-source ecosystems.
• Background working in a fully remote environment.
• Located in the San Francisco Bay Area.

Compensation & Benefits

• Equity: Restricted Stock Units (RSUs) included with all roles.
• Paid Time Off: 30 days of annual leave (includes 3 Grafana Shutdown Days).
• On-Target Earnings (OTE): US OTE compensation range is $265,000 - $290,000 (actual base salary & OTE vary based on experience and location).