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Grafana Labs, the company behind the open observability cloud, is founded on the principles of open source, open standards, open ecosystems, and open culture. Grafana Cloud, our fully managed observability platform, is flexible and built for scale. With Grafana Cloud's actually useful AI, organizations can see, understand, and act on all their disparate data to move at the speed of their ambitions. Today, more than 35 million users and 7,000+ customers - including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce - trust Grafana Labs to ensure reliability of their applications and systems, resolve incidents quickly, and optimize their telemetry to reduce noise and cost. We are a 100% remote company with 1,600+ team members across 40+ countries, and we're backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at grafana.com and follow us on LinkedIn and X.
We're scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.
You may not meet every requirement, and that's okay. If this role excites you, we'd love you to raise your hand for what could be a truly career-defining opportunity.
The Opportunity
Grafana Labs is looking for a Strategic Channel Sales Manager, who will be responsible for developing, executing, and evolving all aspects of our partner go-to-market strategy in the US East Coast region. You will work closely with the Sales, Solution Engineering, 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 partner sourced revenue growth through our partner channel, working primarily with Grafana's Regional Systems Integrators and Value-Added Resellers.
This role requires the experience to build 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.
This is NOT a programmatic Channel and Distribution role where operationalisation of programmatic elements of a Channel business is the priority. This IS a Sales focus Channel role for someone who thrives in a very fast paced environment, is comfortable owning a partner sourced revenue number and has what it takes to build upon a fast growing Channel business in the region.
What You'll Be Doing

• Develop executive level relationships with focus partners in the US East Coast region
• 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

• Located in the US East (ideally Northeast) region
• 7+ years of experience in channel sales or sales (selling with partners)
• Experience selling SaaS (open source technology is a plus) and MEDDPICC selling methodologies
• 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 for SaaS vendors

Bonus Points For

• Running Low Touch deal cycles with Partners independently of Direct Sales team
• Demonstrated ability to increase Partner Sourced revenue (NACV) contribution to the region's overall revenue

In the US, the OTE compensation range for this role is USD $260,000 to $280,000 on a 60/40 split. 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 here.
*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.
Why You'll Thrive at Grafana Labs:

• 100% Remote, Global Culture - As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose.
• Scaling Organization - Tackle meaningful work in a high-growth, ever-evolving environment.
• Transparent Communication - Expect open decision-making and regular company-wide updates.
• Innovation-Driven - Autonomy and support to ship great work and try new things.
• Open Source Roots - Built on community-driven values that shape how we work.
• Empowered Teams - High trust, low ego culture that values outcomes over optics.
• Career Growth Pathways - Defined opportunities to grow and develop your career.
• Approachable Leadership - Transparent execs who are involved, visible, and human.
• Passionate People - Join a team of smart, supportive folks who care deeply about what they do.
• In-Person onboarding - We want you to thrive from day 1 with your fellow new 'Grafanistas' to learn all about what we do and how we do it.
• Balance is Key - We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. *We will comply with local legislation where applicable.

Equal Opportunity Employer: Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organisation, and we work hard to ensure that is the foundation of our organisation as we grow.
Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings.
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