Strategic Cloud Partner Manager, Grafana Labs
$258-280k
+ RSUs
Open & composable observability platform
Be an early applicant
Open & composable observability platform
1001+ employees
Be an early applicant
$258-280k
+ RSUs
1001+ employees
Company mission
To unite data, no matter where it lives, and empower its users to analyze, take action, and make smart decisions.
Role
Who you are
- 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
- 6–10+ years’ experience in AMER partner, alliances, or cloud sales roles within enterprise software, SaaS, or cloud technology companies
- Hands-on experience running joint go-to-market and co-sell motions with AWS, GCP, or Azure
- Proven ability to generate new opportunities through structured cloud-field engagement
- Strong capability in delivering training and enablement across diverse AMER audiences
- Excellent relationship-building skills with the ability to influence senior stakeholders internally and externally
- Confident managing pipeline, forecasting, and reporting
- Comfortable working across distributed teams and multiple time zones
Desirable
- Experience with cloud marketplaces, incentives, co-marketing funds, and programmatic partnership operations
- Understanding of AMER SI, consulting, and cloud-native partner ecosystems
- Background in high-growth SaaS or cloud-platform environments
What the job involves
- Lead cloud partnership growth across AMER with AWS, Google Cloud, and Microsoft Azure
- Work closely with the Head of the AMER Partner organization to align cloud initiatives with regional strategy
- Build a scalable, repeatable cloud go-to-market motion across AMER in collaboration with CSP field teams, solution engineers, and SI partners
- Drive joint business acceleration by deepening engagement with the region’s major cloud ecosystems
- Developing and executing the AMER cloud partner strategy aligned to global cloud priorities
- Building strong field relationships with AWS, GCP, and Azure to support co-selling, account alignment, and joint pursuit activity
- Creating partner-sourced pipeline by educating cloud teams and activating CSP channels as a business-generation engine
- Delivering enablement programs, workshops, and technical training for CSP sales and technical teams across APJ
- Orchestrating joint go-to-market initiatives with cloud providers and SI partners, including events, campaigns, workshops, and customer-success projects
- Managing operational elements of cloud partnerships such as Marketplace transactions, cloud credits, co-marketing funds, and program compliance
- Integrating cloud-partnership activities with AMER sales, partner, marketing, and product teams
- Tracking and reporting partner activity, co-sell pipeline, and performance metrics
- Monitoring regional cloud-market trends to inform ongoing strategy
Our take
Observability plays a crucial role in software development, where dashboards are pivotal for monitoring the health of IT infrastructure across an organization. However, for developers, the frustration of spending unnecessary time navigating between different dashboards to find the latest information detracts from valuable programming time.
Grafana creates customizable observability platforms for its clients, to enhance the efficiency of this process. Its offerings include cloud-based data structures, dashboards, API plugins, and collaboration tools. The company boasts over 25 million users globally, with a customer base exceeding 5,000 and including prominent names like Bloomberg, PJ Morgan Chase, eBay, PayPal and Sony.
While Grafana provides free plans with a simplified tool package, the Grafana Enterprise Stack offers customized solutions on a monthly subscription. The company's continues to improve to meet the evolving needs of its users, enhancing functionality with each iteration. It also fosters community engagement by enabling users to share their Grafana dashboards with the broader open-source community.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
49% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Aug 2024
$270m
SERIES D
Apr 2022
$240m
SERIES D
Total funding: $805.2m
Company benefits
- Vacation: Balance is key. Our team enjoys 30 days of paid vacation each year on top of national holidays, parental leave, and sick leave. We also take a breather on a number of Grafana Shutdown Days each year
- Healthcare: We’re proud to provide health coverage or stipends for our colleagues in the US, UK, Canada, the Netherlands, Sweden, Singapore, and India
- Retirement planning: There’s no time like the present to start saving for your future. We make employer contributions into the pension pots of our team members in the US, UK, Canada, the Netherlands, Sweden, and Germany
- Professional development: On top of a $1,500 annual learning and development stipend, Grafanistas have thousands of on-demand courses at their fingertips to help them grow professionally. Want to attend a conference or training? Go ahead. Just pass on what you learned
- Work location: Vast majority of our roles are fully remote, focused on hiring the best talent and allowing you to perform from the comfort of your home. If you fancy a change of scene, we’ll also reimburse you up to $175 a month for a personal co-working space
- Choice of tech: There’s no one-size-fits-all when it comes to the tech required to do your job. Choose the laptop and accessories you need when you join us, and we’ll refresh them every three years
- Mindfulness: When you join the team, you can sign up for a complimentary subscription to Headspace to take advantage of the benefits of mindfulness and meditation. Our wellbeing resource group also organize sessions run by fellow Grafanistas or external trainers
- Paid parental leave: Grafana offers paid parental leave to all eligible new parents. This offers Grafanistas time to bond with and care for their children in the first year after birth or adoption
- Global Employee Assistance Program: We offer all team members a 100% confidential support service with 24/7 365 access to professionally qualified counsellors and specialists
Company HQ
Financial District, New York, NY
Leadership
Raj Dutt
(CEO & Co-Founder)Currently a Board Member at NSONE. Previously founded Voxel where they served as the CEO for 12 years. They also served as the Senior Vice President of Technology at Internap Network Services.
Torkel Ödegaard
(Co-Founder)Graduated from Mälardalen University with a Master's in Computer Science. Founder of Coding Instinct. Previously worked as a Consultant at H&M, Avega, and Ebay.
Anthony Wood
(Co-Founder)Previously worked at Visa and Voxel as a Senior Systems Engineer. They also have Systems Engineering experience at PalVision and iiNet.
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