Strategic Channel Manager, GSI (Remote, EMEA) EMEA (Remote)

ECL Kontor; Mississippi; Remote; USD 197,000 - 215,000; Full time

Job summary

An established industry player is looking for a dynamic GSI Partner Manager to lead strategic partnerships and drive revenue growth. In this pivotal role, you will collaborate with top Global System Integrators to craft and implement plans that enhance customer value and boost win rates. Your expertise in SaaS environments and strong negotiation skills will be crucial as you build relationships and influence partner sellers. This opportunity offers a chance to work closely with leadership and make a significant impact on the company's success. If you are driven, accountable, and ready to take on a challenge, this role is for you.

Benefits

Equity

Bonus

Travel Opportunities

Flexible Work Environment

Qualifications

• Experience in managing tier-1 partner initiatives in a SaaS context.
• Strong negotiation skills with a proven track record of driving revenue.

Responsibilities

• Develop and execute strategies to build revenue streams with partners.
• Train partner sellers and build relationships to drive new revenue.

Skills

Strategic Alliance Management

Partner Relationship Management

SaaS Business Initiatives

Negotiation Skills

Communication Skills

Financial Acumen

Education

BA/BS

MBA

Job description

As a GSI Partner Manager of Top GSI’s, you will be responsible for developing and executing strategies to build incremental revenue streams for Grafana.

Expectations For Success

• Collaborate with Grafana to identify, target, and contract with partners that allow us to increase value to customers, win rates, and, as a result, our revenue.
• Craft and implement PG Plans to source revenue from the key GSI partners.
• Partner with Grafana’s leadership to build effective rules of engagement.
• Train and influence partner sellers by refining value propositions to meet specific client needs and facilitate client introductions to Grafana.
• Build and maintain a positive relationship with strategic partners that enable Grafana products to drive new revenue streams.
• Drive partner referral pipeline to Grafana Sales Executives.
• Establish quarterly and annual plans to meet revenue growth objectives and maintain fiscal accountability for revenue quota.
• Work with Sales Operations to build a reporting mechanism that provides visibility on your efforts and strategies to achieve overall revenue contribution.
• Build relationships with Grafana’s Partner Marketing to develop value propositions and marketing/PR campaigns necessary to drive demand for/through channel partners.
• Participate in partner conferences & O11Y events.

You are driven, accountable, and collaborative. You can make sound decisions, communicate effectively, possess financial acumen, demonstrate initiative, build realistic plans, promote teamwork, influence others, and you are able to achieve great results.

Qualifications & Requirements

• You have significant and demonstrable experience driving and managing tier-1 partner/alliances business initiatives within a SaaS environment.
• You are an experienced strategic alliance leader with the ability to initiate and develop complex partnerships that deliver results.
• You bring an extensive network inside some of the leading Global System Integrators.
• You have technology knowledge that helps you engage and have credibility with product groups within Grafana and partners up to VP/CTO level engagements.
• Relevant experience working with partner sales and IT functions.
• Direct SaaS Selling Experience preferred.
• Excellent written and verbal communication skills and competency in communicating at an executive level.
• Demonstrated track record of driving revenue and consistent attainment to quota both quarter-over-quarter and year-over-year.
• Proven history of negotiating partnership pricing and contracts.
• BA/BS required; MBA preferred.
• You are open to travel ~ 50%.

In the United Kingdom, the OTE compensation range for this role is GBP 197,000- GBP 215,000. Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable), and other benefits listed on our careers page.

*Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process.