Strategic Channel Manager, GSI

Overview

Job Description

Responsibilities

• - Collaborate with Grafana to identify, target, and contract with partners that allow us to increase value to customers, win rates and as a result, our revenue
• - Craft and implement PG Plans to source revenue from the key GSI partners
• - Partner with Grafana’ leadership to build effective rules of engagement
• - Train and influence partner sellers by refining value propositions to meet specific client needs and facilitate client introductions to Grafana
• - Build and maintain a positive relationship with strategic partners that enable Grafana products to drive new revenue streams
• - Drive partner referral pipeline to Grafana Sales Executives
• - Establish quarterly and annual plans to meet revenue growth objectives and maintain fiscal accountability for revenue quota
• - Work with Sales Operations to build a reporting mechanism that provides visibility on your efforts and strategies to achieve overall revenue contribution
• - Build relationships with Grafana’s Partner Marketing to develop value propositions and marketing/PR campaigns necessary to drive demand for/through channel partners
• - Participate in partner conferences & O11Y events

Required Skills

• - Significant and demonstrable experience driving and managing tier-1 partner/alliances business initiatives within a SaaS environment
• - Experienced strategic alliance leader with the ability to initiate and develop complex partnerships that deliver results
• - Extensive network inside some of the leading Global System Integrators
• - Technology knowledge that helps engage and have credibility with product groups within Grafana and partners up to VP/CTO level engagements
• - Relevant experience working with partner sales and IT functions
• - Direct SaaS Selling Experience preferred
• - Excellent written and verbal communication skills and competency in communicating at an executive level
• - Demonstrated track record of driving revenue and consistent attainment to quota both quarter-over-quarter and year-over-year
• - Proven history of negotiating partnership pricing and contracts
• - BA/BS required; MBA preferred
• - Open to travel ~ 50%

Benefits

• - Equity
• - Bonus (if applicable)
• - Other benefits listed on our careers page