Senior Channel Strategy & Operations Manager | United States | Remote

Grafana Labs is a remote-first, open-source powerhouse. There are more than 20M users of Grafana, the open source visualization tool, around the globe, monitoring everything from beehives to climate change in the Alps. The instantly recognizable dashboards have been spotted everywhere from a NASA launch and Minecraft HQ to Wimbledon and the Tour de France. Grafana Labs also helps more than 3,000 companies -- including Bloomberg, JPMorgan Chase, and eBay -- manage their observability strategies with the Grafana LGTM Stack, which can be run fully managed with Grafana Cloud or self-managed with the Grafana Enterprise Stack, both featuring scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo).We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity.The OpportunityGrafana’s GTM organization is looking for a Senior Channel Strategy & Operations Manager. Reporting to our Senior Director of Strategy & Planning, you will work with a cross-functional team of stakeholders to define growth strategies, provide insights to business performance, and build systems & processes to accelerate Grafana’s channel business. This is a foundational role that will partner directly with our VP of Global Partnerships and GTM leadership. To be successful, you will be able to operate in an entrepreneurial, fast paced environment as you help build the structures for our future growth. You are an entrepreneurial and industrious leader who thrives collaborating with teammates that challenge you to grow every day. Your background in Sales/GTM gives you the confidence to hit the ground running to quickly add value and rigor to Grafana’s field teams. You carefully balance the ability to put a hard technical problem under a microscope, without losing sight of the bigger picture required to effectively communicate with stakeholders. You prioritize those things that are important and urgent (instead of just doing more).What You’ll Be DoingDefining partner route to market categories and associated requirements and benefitsDriving our development funds program and other financial incentives such as discounts and opportunity registration programsCreating programs that support channel go-to-market efforts including accreditations, specializations, competencies, and segmentationArchitect pipeline acceleration programs, such as deal registration, rebates, and other performance-based rewardsLead 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.What Makes You a Great Fit5+ 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 modelsFoundational 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 risksExperience 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 analysisHigh comfort with ambiguity. You identify the right priorities and put in the hard work without need for external motivationYou think critically and creatively, continually reorienting to obstacles to define a better way to achieve our goals.Bonus Points ForPrevious experience in open source Experience with AWS partner network processes, including AWS Marketplace transactionsExperience with partner portal technologies (SFDC Partner Community, Impartner, Crossbeam etc.)Experience with Grafana, Tableau or other analysis/BI tools.Familiarity with Salesforce CPQ, Zuora, or other CPQ / Q2C / subscription management too