Note: The job is a remote job and is open to candidates in USA. Grafana Labs is a company focused on open observability solutions, and they are seeking a Strategic Channel Sales Manager. This role will involve developing and executing partner go-to-market strategies in the US East Coast region, driving revenue growth through partnerships, and aligning sales efforts with various teams within the company.

Responsibilities

• Develop executive level relationships with focus partners in the US East Coast region
• 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
• Work across Grafana Labs to provide input on message alignment, operational coordination, and evangelism of the partner strategy and program

Skills

• Located in the US East (ideally Northeast) region
• 7+ years of experience in channel sales or sales (selling with partners)
• Experience selling SaaS (open source technology is a plus) and MEDDPICC selling methodologies
• Demonstrated history of consistent goal achievement at high growth startups
• Experience in consultative sales approach with the primary goal of maintaining exceptionally high levels of customer, partner, and community satisfaction
• Proven experience developing a high performing Channels strategy for SaaS vendors
• Running Low Touch deal cycles with Partners independently of Direct Sales team
• Demonstrated ability to increase Partner Sourced revenue (NACV) contribution to the region's overall revenue

Benefits

• Benefits include equity, bonus (if applicable) and other benefits listed here.
• 100% Remote, Global Culture - As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose.
• Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment.
• Transparent Communication – Expect open decision-making and regular company-wide updates.
• Innovation-Driven – Autonomy and support to ship great work and try new things.
• Open Source Roots – Built on community-driven values that shape how we work.
• Empowered Teams – High trust, low ego culture that values outcomes over optics.
• Career Growth Pathways – Defined opportunities to grow and develop your career.
• Approachable Leadership – Transparent execs who are involved, visible, and human.
• Passionate People – Join a team of smart, supportive folks who care deeply about what they do.
• In-Person onboarding - We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it.
• 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.

Company Overview

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