Strategic Channel Manager

• Develop, execute and evolve Grafana Labs’ partner go-to-market strategy in India
• Develop executive-level relationships with focus partners in India
• Own partner opportunity identification and deal acceleration to drive revenue targets
• Lead identification, activation and development of regional partners
• Develop partner capabilities, co-sell motions and brand awareness initiatives
• Establish executive relationships to create partnership business plans
• Work with leadership to manage pipeline and revenue commitments
• Coordinate message alignment, operations and evangelism of the partner strategy and program across Grafana Labs
• Build an emerging partner community and shape the channel role, strategy and playbook in India
• Drive immediate and future partner-sourced revenue growth with Systems Integrators and Value-Added Resellers

• 7+ years of experience in channel sales or sales (selling with partners)
• Experience selling SaaS; open source technology is a plus
• Familiarity with BEPIC and MEDDPICC selling methodologies
• Demonstrated history of consistent goal achievement at high-growth startups
• Consultative sales approach focused on customer, partner and community satisfaction
• Proven experience developing a high-performing channel strategy for SaaS vendors new to the India market

• 100% remote, global culture
• In-person onboarding
• Global annual leave policy of 30 days per annum
• 3 annual leave days reserved for Grafana Shutdown Days
• Restricted Stock Units (RSUs)
• Career growth pathways
• Autonomy and support to ship great work
• Transparent communication and regular company-wide updates
• Empowered, high-trust, low-ego culture
• Approachable, involved and transparent leadership
• Global team and collaborative culture