Senior Channel Strategy – Operations Manager

🕒 May 20

🇺🇸 United States – Remote

💵 $178.5k - $215k / year

⏰ Full Time

🟠 Senior

⚙️ Operations

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Grafana Labs

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2014

🏢 Enterprise

☁️ SaaS

🤖 Artificial Intelligence

Enterprise • SaaS • Artificial Intelligence

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.

📋 Description

• 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.

🎯 Requirements

• 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.

🏖️ Benefits

• 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.