Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale.
We are a 100% remote company with team members across 40+ countries. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.
The Opportunity
Grafana Labs is looking for a Strategic Channel Manager, West who will be responsible for developing, executing, and evolving all aspects of our partner go-to-market strategy in the Western region. You will work closely with Sales, Marketing, Operations, and leadership to align sales and GTM efforts with product, technical, and sales development initiatives.
Your key task will be to develop and deliver immediate and future revenue growth through our partner channel, working primarily with Grafana’s Regional and Boutique Systems Integrators and Value-Added Reseller partners. You can be located ideally anywhere on the North America West coast.
What You'll Be Doing
- Own partner opportunity identification and deal acceleration activities to drive revenue targets.
- Lead the identification, activation, and development efforts for 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.
- Provide input 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.
- Experience in a consultative sales approach focused on maintaining high levels of customer, partner, and community satisfaction.
- Demonstrated history of consistent goal achievement at high-growth startups.
- Proven experience developing a high-performing channels strategy.
Bonus Points For
- Experience selling SaaS and/or open-source technology.
- Experience in the metrics/monitoring space.
- Experience working in a remote environment.
Why You'll Thrive at Grafana Labs
- 100% Remote Culture: Collaborative global culture built on trust and flexibility.
- Ownership & Equity: Restricted Stock Units (RSUs) included with every role.
- Generous Leave: 30 days of annual leave (including 3 reserved company-wide shutdown days).
Timezone overlap
UTC-8–-4
Benefits
Open to
NA
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