Senior Channel Strategy & Operations Manager, Grafana Labs

• You are an entrepreneurial and industrious leader who thrives collaborating with teammates that challenge you to grow every day
• 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

Desirable

• 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
• 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)
• 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