Strategic Channel Manager

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

📋 Description

• Formulate, implement, and enhance Grafana Labs’ partner go-to-market strategy within India

• Cultivate executive-level relationships with key partners in the Indian market

• Take charge of partner opportunity identification and expedite deals to meet revenue objectives

• Spearhead the identification, activation, and development of regional partnerships

• Enhance partner capabilities, co-selling initiatives, and brand awareness campaigns

• Forge executive relationships to develop partnership business plans

• Collaborate with leadership to oversee pipeline management and revenue commitments

• Align messaging, coordinate operations, and promote the partner strategy and program throughout Grafana Labs

• Create a burgeoning partner community and define the channel role, strategy, and playbook in India

• Propel both immediate and long-term partner-sourced revenue growth through Systems Integrators and Value-Added Resellers

⛳️ Requirements

• Over 7 years of experience in channel sales or sales involving partner collaboration

• Proven track record in selling SaaS; experience with open source technology is an advantage

• Knowledge of BEPIC and MEDDPICC sales methodologies

• Established history of achieving goals consistently in high-growth startup environments

• Consultative sales approach with an emphasis on customer, partner, and community satisfaction

• Demonstrated ability to develop an effective channel strategy for SaaS vendors entering the Indian market

🏝️ Benefits

• Fully remote work environment with a global culture

• In-person onboarding experience

• Comprehensive annual leave policy of 30 days per year

• Three annual leave days set aside for Grafana Shutdown Days

• Restricted Stock Units (RSUs)

• Opportunities for career advancement

• Independence and support to deliver outstanding work

• Open communication and regular updates across the company

• Empowered, high-trust, and low-ego workplace culture

• Accessible, engaged, and transparent leadership

• Collaborative culture within a global team