Note: The job is a remote job and is open to candidates in USA. Grafana Labs is a company focused on open observability solutions, and they are seeking a Strategic Channel Sales Manager. This role will involve developing and executing partner go-to-market strategies in the US East Coast region, driving revenue growth through partnerships, and aligning sales efforts with various teams within the company.
Responsibilities
- Develop executive level relationships with focus partners in the US East Coast region
- Own partner opportunity identification and deal acceleration activities to drive revenue targets
- Lead the identification, activation and development efforts for regional partners
- Develop partner capabilities, co-sell motions and brand awareness initiatives
- Establish strong executive relationships to create partnership business plans
- Work with leadership to manage pipeline and revenue commitments
- Work across Grafana Labs to provide input on message alignment, operational coordination, and evangelism of the partner strategy and program
Skills
- Located in the US East (ideally Northeast) region
- 7+ years of experience in channel sales or sales (selling with partners)
- Experience selling SaaS (open source technology is a plus) and MEDDPICC selling methodologies
- Demonstrated history of consistent goal achievement at high growth startups
- Experience in consultative sales approach with the primary goal of maintaining exceptionally high levels of customer, partner, and community satisfaction
- Proven experience developing a high performing Channels strategy for SaaS vendors
- Running Low Touch deal cycles with Partners independently of Direct Sales team
- Demonstrated ability to increase Partner Sourced revenue (NACV) contribution to the region's overall revenue
Benefits
- Benefits include equity, bonus (if applicable) and other benefits listed here.
- 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.
- 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.
Company Overview
Grafana Labs is an open-source software platform built to support monitoring, visualization, and metric analytics. It was founded in 2014, and is headquartered in New York, New York, USA, with a workforce of 1001-5000 employees. Its website is http://grafana.com.Company H1B Sponsorship
Grafana Labs has a track record of offering H1B sponsorships, with 2 in 2025, 1 in 2022, 1 in 2020. Please note that this does not guarantee sponsorship for this specific role.