Director of Channel Sales, Grafana Labs
$307-343k
OTE
+ Equity and bonus (if applicable)
Organization monitoring, visualization and observability platform
Job no longer available
Organization monitoring, visualization and observability platform
1001+ employees
Job no longer available
$307-343k
OTE
+ Equity and bonus (if applicable)
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
- Passionate about developing and working with the partner ecosystem
- Established Channel relationships in the AMER region. Proven revenue track record of quota achievement with reseller and SI partnerships
- Proven track record in building and managing successful teams
- Demonstrate the ability to successfully establish partner strategies which generate partner-led customer engagements
- Established relationships with Channel and SI partners
- Exceptional organizational skills and demonstrated ability of outlining and establishing partner strategies
- Prior experience in MEDDIC based sales methodology
- Prior experience working in a start-up environment
- History of accurate forecasting and business reporting
- Experience working with Salesforce and other sales oriented tracking tools
- Demonstrate leadership that promotes and embodies the Grafana Values
What the job involves
- The Director of AMER Partners is responsible for recruiting, developing, and managing strategic Channel and SI partnerships to accelerate the growth of Grafana Labs
- This role will be responsible for running a plan, building out the territory, developing the partners within the region, building and driving field collaboration, working complex enterprise sales cycles, while focused on the Grafana software and services offerings
- The ideal candidate will have experience generating net new enterprise business through channel and SI partners and growing the partner ecosystem, as well as working with Cloud partners on go-to-market execution
- Generate partner sourced pipeline and revenue by developing go-to-market strategies with Channel and SI partners in the region
- Develop joint business plans with strategic Channel & SI partners and deliver against joint targets
- Establish thought leadership with focus partners to influence their GTM and sales strategy to be in alignment with the Grafana offerings
- Work closely with regional partners and sales teams to identify mutual prospects, resulting in new business meetings and partner sourced pipeline
- Establish enablement plans to help focus partners develop technical pre-sales and post-sales capabilities which drive customer success
- Develop and execute a comprehensive regional partner plan
- Recruit, onboard and enable new partners into the Grafana Labs ecosystem
- Work closely with Grafana field teams to drive partner collaboration and alignment
- Participate and support the AMER business reviews with Sales Teams
- Help to build and promote the AMER partner communities
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
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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