Senior Channel Strategy – Operations Manager

🕒 Maio 20

🇺🇸 Estados Unidos – Remoto (EUA)

💵 $178.503 - $215.000 / ano

⏰ Tempo Integral

🟠 Sênior

⚙️ Operações

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Grafana Labs

SiteLinkedInTodas as Vagas

501 - 1000 funcionários

Fundada em 2014

🏢 Corporativo

☁️ SaaS

🤖 Inteligência Artificial

Enterprise • SaaS • Artificial Intelligence

Grafana Labs é uma empresa especializada em tecnologias e soluções de observabilidade open source. Ela oferece um conjunto abrangente de ferramentas para logs, métricas, tracing e gerenciamento de perfis (profiling), com produtos como Grafana, Loki, Tempo e Mimir. Seus recursos são projetados para ajudar empresas a visualizar, monitorar e gerar alertas a partir de dados de diversas fontes, oferecendo capacidades como detecção de anomalias, análise de causa raiz e gestão de SLOs (Service Level Objectives) com insights de IA/ML. A Grafana Labs disponibiliza soluções em nuvem e autogerenciadas, ideais para observabilidade de infraestrutura, aplicações e frontend. Além disso, sua plataforma suporta integração com diversas fontes de dados, como Prometheus e OpenTelemetry, tornando a empresa uma referência em observabilidade e monitoramento de infraestrutura.

Descrição

• Defining partner route to market categories and associated requirements and benefits • Driving our development funds program and other financial incentives such as discounts and opportunity registration programs • Creating programs that support channel go-to-market efforts including accreditations, specializations, competencies, and segmentation • Architect pipeline acceleration programs, such as deal registration, rebates, and other performance-based rewards • Lead annual strategy, business plan development, and quota/territory planning with each of our Partner leaders. • Structure and lead key strategic initiatives, establish and track KPIs, and develop best practices. • Provide innovative recommendations for partner business planning, reporting, scorecards, and forecasting processes. • Gather and synthesize relevant data, lead analyses and develop final recommendations around strategic and operational partner initiatives. • ​​Manage weekly cadence of partner sales forecasting, lead generation, reporting, and analytics. • Develop formal reporting packages for partner and partner sales effectiveness and productivity. Conduct metrics reviews with partner leaders and supporting teams.

🎯 Requisitos

• 5+ years of experience leading the design and effectiveness of the end-to-end partner programs (strategies, frameworks, processes, planning, procedures, and policies) • Deep understanding of SaaS licensing models • Foundational knowledge of various partner selling motions (i.e. ISV, MSP, OEM, Resell, Disti, etc). • Experience with Cloud Marketplaces (AWS, Azure, Google) • Demonstrated 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 • Experience in a sales or GTM organization, and familiarity with common sales methodologies (MEDDPICC or MEDDIC) • Excellent communication skills with executive audiences - explain “what it is”, “why it matters,” and “what should we do” in terms of your data and analysis • High comfort with ambiguity. You identify the right priorities and put in the hard work without need for external motivation • You think critically and creatively, continually reorienting to obstacles to define a better way to achieve our goals.

🏖️ Benefícios

• 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.