Strategic Cloud GTM Manager, Grafana Labs
$250-272k
OTE
+ Equity
Organization monitoring, visualization and observability platform
Job no longer available
Organization monitoring, visualization and observability platform
1001+ employees
Job no longer available
$250-272k
OTE
+ Equity
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
- 10+ years of experience building successful SaaS ISV partnership programs
- Expertise and fluency with AWS and Google Cloud services and their marketplaces
- Collaboration with the field in driving sell-to opportunities with Google Cloud
- 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
- Demonstrated leadership that promotes and exemplifies the highest levels of teamwork, integrity, accountability, and support to the field and partner teams
What the job involves
- Grafana is looking for a driven Strategic Cloud GTM Manager, US to lead and execute our go-to-market partnerships with AWS and Google Cloud in the US.
- Grafana Labs has established strategic and fast-growing go-to-market partnerships with both AWS and Google
- This role is unique, as Grafana's growth has enabled us to deepen our collaboration with these cloud partners, focusing on co-selling and co-marketing strategies in the region
- The role will report to the Global Head of Channels and Partnerships, and will work closely with the Global Cloud Alliances Lead, who is responsible for driving the development of our partnerships and maximizing programs with CSPs
- You will also work closely with the Grafana sales and marketing teams on a day to day basis, helping to facilitate go-to-market outcomes in the field with our cloud partners
- Responsible for owning and driving co-sell strategies in-region:
- Deep engagement on top cloud co-sell deals in regions
- Develop self-serve engagement with field sales for below top deal engagement
- Engagement with cloud partners around regional strategic account mapping, planning and activities to drive Grafana awareness
- Manages cloud partner escalations to ensure a high level of customer success
- Support regional channel leads in GTM motions with CSPs and channel partners
- Establish a strategy with Solution Architect community at CSPs
- Works with Regional Marketing leads on in-region co-marketing initiatives
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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