Grafana Labs20.05.2026
Senior Channel Strategy & Operations Manager | United States | Remote
United States (Remote)
Обязанности
- 01Defining partner route to market categories and associated requirements and benefits
- 02Driving our development funds program and other financial incentives such as discounts and opportunity registration programs
- 03Creating programs that support channel go-to-market efforts including accreditations, specializations, competencies, and segmentation
- 04Architect pipeline acceleration programs, such as deal registration, rebates, and other performance-based rewards
- 05Lead annual strategy, business plan development, and quota/territory planning with each of our Partner leaders
- 06Structure and lead key strategic initiatives, establish and track KPIs, and develop best practices
- 07Provide innovative recommendations for partner business planning, reporting, scorecards, and forecasting processes
- 08Gather and synthesize relevant data, lead analyses and develop final recommendations around strategic and operational partner initiatives
- 09Manage weekly cadence of partner sales forecasting, lead generation, reporting, and analytics
- 10Develop formal reporting packages for partner and partner sales effectiveness and productivity
- 11Conduct metrics reviews with partner leaders and supporting teams
Требования
- 015+ years of experience leading the design and effectiveness of the end-to-end partner programs (strategies, frameworks, processes, planning, procedures, and policies)
- 02Deep understanding of SaaS licensing models
- 03Foundational knowledge of various partner selling motions (i.e. ISV, MSP, OEM, Resell, Disti, etc)
- 04Experience with Cloud Marketplaces (AWS, Azure, Google)
- 05Demonstrated track record of strategic thinking and analysis--seeing over the horizon to identify opportunities, envision models, and strategic paths to capture opportunities, as well as spot emerging risks
- 06Experience in a sales or GTM organization, and familiarity with common sales methodologies (MEDDPICC or MEDDIC)
- 07Excellent communication skills with executive audiences - explain “what it is”, “why it matters,” and “what should we do” in terms of your data and analysis
- 08High comfort with ambiguity. You identify the right priorities and put in the hard work without need for external motivation
- 09You think critically and creatively, continually reorienting to obstacles to define a better way to achieve our goals
Условия
- 01OTE range for this role is $178,503 - $215,000
- 02All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success
- 03100% 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
- 04Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment
- 05Transparent Communication – Expect open decision-making