Senior Channel Strategy & Operations Manager | United States | Remote
Job description
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 Opportunity
Grafana’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 Doing
- 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.
What Makes You a Great Fit
- 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.
Bonus Points For
- Previous experience in open source
- Experience with AWS partner network processes, including AWS Marketplace transactions
- Experience 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 tools.
In the US, the OTE range for this role is $178,503 - $215,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.
*Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process.
Why You’ll Thrive at Grafana Labs:
- 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.
Equal Opportunity Employer: We will recruit, train, compensate and promote regardless of race, religion, color, national origin, gender, disability, age, veteran status, and all the other fascinating characteristics that make us different and unique. We believe that equality and diversity builds a strong organization and we’re working hard to make sure that’s the foundation of our organization as we grow.
Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings.
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