Strategic Channel Manager, GSI (Remote, EMEA)

Responsibilities

• 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’ 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

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%

Benefits

• 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.

About the Company

There are more than 20M users of Grafana, the open source visualization tool, around the globe, monitoring everything from beehives to climate change in the Alps. The instantly recognizable dashboards have been spotted everywhere from a NASA launch and Minecraft HQ to Wimbledon and the Tour de France. Grafana Labs also helps more than 3,000 companies -- including Bloomberg, JPMorgan Chase, and eBay -- manage their observability strategies with the Grafana LGTM Stack, which can be run fully managed with Grafana Cloud or self-managed with the Grafana Enterprise Stack, both featuring scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo).