Channel Account Manager, Grafana Labs

• Located in the US East (ideally Northeast) region
• 7+ years of experience in channel sales or sales (selling with partners)
• Experience selling SaaS (open source technology is a plus) and MEDDPICC selling methodologies
• Demonstrated history of consistent goal achievement at high growth startups
• Experience in consultative sales approach with the primary goal of maintaining exceptionally high levels of customer, partner, and community satisfaction
• Proven experience developing a high performing Channels strategy for SaaS vendors

Desirable

• Grafana Labs is looking for a Strategic Channel Sales Manager, who will be responsible for developing, executing, and evolving all aspects of our partner go-to-market strategy in the US East Coast region
• You will work closely with the Sales, Solution Engineering, Marketing, Operations, and leadership team to align sales and go-to-market efforts with our product, technical, and sales development efforts
• Your key task will be to develop and deliver immediate and future partner sourced revenue growth through our partner channel, working primarily with Grafana’s Regional Systems Integrators and Value-Added Resellers
• This role requires the experience to build an emerging partner community in the region and you will be well placed to act as a trailblazer to shape the role, develop and evolve the strategy to make your mark within a rapidly growing company where partners are a core element of its GTM
• This is NOT a programmatic Channel and Distribution role where operationalisation of programmatic elements of a Channel business is the priority
• This IS a Sales focus Channel role for someone who thrives in a very fast paced environment, is comfortable owning a partner sourced revenue number and has what it takes to build upon a fast growing Channel business in the region
• Develop executive level relationships with focus partners in the US East Coast region
• Own partner opportunity identification and deal acceleration activities to drive revenue targets
• Lead the identification, activation and development efforts for regional partners
• Develop partner capabilities, co-sell motions and brand awareness initiatives
• Establish strong executive relationships to create partnership business plans
• Work with leadership to manage pipeline and revenue commitments
• Work across Grafana Labs to provide input on message alignment, operational coordination, and evangelism of the partner strategy and program