Strategic Cloud Partner Manager

2 hours ago

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Grafana Labs

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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.

501 - 1000 employees

Founded 2014

🏢 Enterprise

☁️ SaaS

🤖 Artificial Intelligence

📋 Description

• Develop and execute the APJ cloud partner strategy with AWS, Google Cloud, and Microsoft Azure, ensuring alignment with the regional APJ partner strategy and global cloud priorities. • Build strong relationships with cloud provider field teams to support co-selling, account alignment, opportunity qualification, and joint pursuit activities. • Generate partner-sourced opportunities by educating cloud teams, identifying customer needs, and activating CSP channels as a source of new business. • Plan and deliver enablement programs, workshops, and solution training for CSP sales and technical teams across APJ. • Collaborate with regional SI partners and cloud providers to design and execute joint go-to-market activities, including events, campaigns, workshops, and customer success initiatives. • Support operational aspects of cloud partnerships, including Marketplace transactions, cloud credit programs, co-marketing funds, and overall program participation. • Work closely with internal APJ sales, partner, marketing, and product teams to ensure cloud partnership activities integrate into regional execution plans. • Track and report on partner activity, co-sell pipeline, partner-sourced opportunities, and performance of joint initiatives. • Maintain an understanding of APJ cloud market trends and partner ecosystems to inform strategy and accelerate regional growth.

🎯 Requirements

• 6–10+ years of partner, alliances, or cloud sales experience in APJ, preferably within enterprise software, SaaS, or cloud technologies. • Direct experience working with cloud service providers (e.g. AWS, GCP) on joint go-to-market and co-selling motions. • Proven ability to source new opportunities through cloud partnerships by building field relationships and driving structured engagement models. • Experience delivering enablement, training, and workshops to diverse audiences across multiple APJ geographies. • Strong relationship-building skills and the ability to influence internal and external stakeholders at all levels. • Skilled in managing pipeline, forecasting, and reporting. • Comfortable working across a distributed organisation and multiple time zones.

🏖️ 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.