West Coast Strategic Channel Leader for SaaS & Open Source

Grafana; United States; Remote; USD 265,000 - 290,000; Full time

Benefits offered by this job

RSUs

100% Remote

Annual leave 30 days (Grafana Shutdown

In-Person onboarding

Job summary

Grafana Labs is seeking a Strategic Channel Manager, West to drive partner go-to-market in the Western region. You’ll collaborate across Sales, Marketing, Operations, and leadership to align efforts and grow revenue through Grafana’s partner ecosystem.

The role requires building and evolving a partner program with Regional and Boutique SI and VAR partners, shaping strategy and serving as a trailblazer in a fast-growing company with a core focus on partner success.

Qualifications

• 7+ years of channel sales experience.
• Experience selling SaaS and/or open source technology is a plus.
• Proven history of consistent goal achievement at high growth startups.
• Consultative sales approach with high levels of customer, partner, and community satisfaction.
• Proven experience developing a high performing Channels strategy.

Responsibilities

• 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

Channel sales

SaaS sales

Open source

Remote work

Partner management

Job description

Grafana Labs is seeking a Strategic Channel Manager, West to drive partner go-to-market in the Western region. You’ll collaborate across Sales, Marketing, Operations, and leadership to align efforts and grow revenue through Grafana’s partner ecosystem.

The role requires building and evolving a partner program with Regional and Boutique SI and VAR partners, shaping strategy and serving as a trailblazer in a fast-growing company with a core focus on partner success.