The Opportunity:

Grafana Labs is looking for a Strategic Channel Manager, West who will be responsible for developing, executing, and evolving all aspects of our partner go-to-market strategy in the Western region. You will work closely with the Sales, Marketing, Operations, and leadership team to align sales and go-to-market efforts with our product, technical, and sales development efforts. Your key task will be to develop and deliver immediate and future revenue growth through our partner channel, working primarily with Grafana’s Regional and Boutique Systems Integrators and Value-Added Reseller partners.

This role requires the experience to manage an emerging partner community in the region and you will be well placed to act as a trailblazer to shape the role, develop and evolve the strategy to make your mark within a rapidly growing company where partners are a core element of its GTM. You can be located ideally anywhere on the North America West coast.

What You’ll Be Doing:

• 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

What Makes You a Great Fit:

• 7+ years of experience in channel sales
• Experience selling SaaS and/or open source technology is a plus
• 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

Bonus Points For:

• Experience with Open Source technologies, or in the Metrics/Monitoring space
• Experience in working in a remote setting
• Ideally located in the Bay area

Compensation & Rewards:

In the United States, the OTE (On-Target Earnings) compensation range for this role is $265,000 - $290,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.