Strategic Channel Manager, Grafana Labs
GSI
£197-215k
OTE
+ Equity and bonus (if applicable)
You are open to travel ~ 50%
Organization monitoring, visualization and observability platform
Open for applications
Organization monitoring, visualization and observability platform
1001+ employees
Open for applications
£197-215k
OTE
+ Equity and bonus (if applicable)
You are open to travel ~ 50%
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 are driven, accountable and collaborative
- You can make sound decisions, communicate effectively, possess financial acumen, demonstrate initiative, build realistic plans, promote teamwork, influence others and you are able to achieve great results
- You have significant and demonstrable experience driving and managing tier-1 partner/alliances business initiatives within a SaaS environment
- You are an experienced strategic alliance leader with the ability to initiate and develop complex partnerships that deliver results
- You bring an extensive network inside some of the leading Global System Integrators
- You have technology knowledge that helps you 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
What the job involves
- As a GSI Partner Manager of Top GSI’s you will be responsible for developing and executing strategies to build incremental revenue streams for Grafana
- 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
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 collaborates closely with its clients to create customizable observability platforms, striving to enhance efficiency in observability. Its offerings include cloud-based data structures, dashboards, API plugins, and collaboration tools. Currently, FGrafana boasts over 21M active instances and approximately 10M users globally, with a customer base exceeding 2,000, 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 observability solutions on a monthly subscription basis. The company's ongoing strategy revolves around continually improving Grafana to meet users' demands, enhancing functionality with each iteration, and fostering 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
- Fond Perks: Grafanistas across the world receive access to Fond, a platform that provides access to pre-negotiated discounts on a wide variety of services including entertainment, food, and fitness
- 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 values
- Share openly and default to transparency
- Respectfully empowered
- OSS is in our DNA
- We keep our commitments
- Seek diverse perspectives
- Don't let perfect get in the way
- Help each other thrive
Company HQ
Financial District, New York, NY
Articles
Leadership
Raj Dutt
(Co-Founder & CEO)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 axperience at PalVision and iiNet.
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