Strategic Channel Manager - GSI

March 19

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Grafana Labs

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Grafana Labs is a company that specializes in open-source observability technologies and solutions. It offers a comprehensive suite of tools for logging, metrics, tracing, and profile management with products like Grafana, Loki, Tempo, and Mimir. Their offerings are designed to help businesses visualize, monitor, and alert on data from various sources, providing capabilities such as anomaly detection, root cause analysis, and service level objective management using AI/ML insights. Grafana Labs provides both cloud-based and self-managed solutions, ideal for infrastructure, application, and frontend observability. Additionally, their platform supports integration with various data sources like Prometheus and OpenTelemetry, making them a key player in the observability and infrastructure monitoring space.

Monitoring • Observability • Dashboards

501 - 1000 employees

Founded 2014

🏢 Enterprise

☁️ SaaS

🤖 Artificial Intelligence

📋 Description

• As a GSI Partner Manager of Top GSI’s you will be responsible for developing and executing strategies to build incremental revenue streams for Grafana. • 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. • You are driven, accountable and collaborative.

🎯 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

• Benefits include equity, bonus (if applicable), and other benefits listed on our careers page.