Senior Channel Strategy – Operations Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Defining categories for partner routes to market along with their related requirements and benefits.

• Leading our development funds program and various financial incentives, including discounts and opportunity registration initiatives.

• Creating programs that enhance channel go-to-market strategies, encompassing accreditations, specializations, competencies, and segmentation.

• Designing pipeline acceleration initiatives, such as deal registration, rebates, and other performance-based rewards.

• Guiding annual strategy, business plan formulation, and quota/territory planning alongside each of our Partner leaders.

• Structuring and steering critical strategic initiatives, establishing and monitoring KPIs, and developing best practices.

• Offering innovative suggestions for partner business planning, reporting, scorecards, and forecasting methodologies.

• Collecting and synthesizing relevant data, leading analyses, and formulating final recommendations regarding strategic and operational partner initiatives.

• Managing the weekly rhythm of partner sales forecasting, lead generation, reporting, and analytics.

• Developing formal reporting packages to assess partner and partner sales effectiveness and productivity. Conducting metrics reviews with partner leaders and support teams.

⛳️ Requirements

• Over 5 years of experience in leading the design and effectiveness of comprehensive partner programs (strategies, frameworks, processes, planning, procedures, and policies).

• Profound knowledge of SaaS licensing models.

• Foundational understanding of various partner selling motions (e.g., ISV, MSP, OEM, Resell, Disti, etc.).

• Experience with Cloud Marketplaces (AWS, Azure, Google).

• Proven track record of strategic thinking and analysis—having the ability to foresee opportunities, envision models, and strategic paths to seize those opportunities while identifying emerging risks.

• Background in a sales or GTM organization, along with familiarity with common sales methodologies (MEDDPICC or MEDDIC).

• Exceptional communication skills for executive audiences—able to clarify “what it is,” “why it matters,” and “what actions we should take” based on your data and analysis.

• High adaptability to ambiguity; you can prioritize effectively and work diligently without external motivation.

• You think critically and creatively, consistently adjusting to obstacles to find better ways to achieve our objectives.

🏝️ Benefits

• 100% Remote, Global Culture - As a fully remote company, we unite talent from across the globe, fostering a culture of collaboration and shared purpose.

• Scaling Organization – Engage in meaningful work within a high-growth, continuously evolving environment.

• Transparent Communication – Anticipate open decision-making processes and frequent company-wide updates.

• Innovation-Driven – Enjoy the autonomy and support to deliver exceptional work and experiment with new ideas.

• Open Source Roots – Built on community-driven values that influence our work culture.

• Empowered Teams – A culture characterized by high trust and low ego that prioritizes outcomes over appearances.

• Career Growth Pathways – Clearly defined opportunities for career advancement and development.

• Approachable Leadership – Transparent executives who are engaged, visible, and relatable.

• Passionate People – Be part of a team of intelligent, supportive individuals who are deeply committed to their work.

• In-Person Onboarding - We want you to thrive from day one alongside your fellow new ‘Grafanistas’ to learn about our operations and culture.

• Balance is Key - We implement a global annual leave policy of 30 days per year, with 3 days designated for Grafana Shutdown Days, encouraging the team to disconnect. *We will adhere to local legislation where applicable.