Strategic Channel Manager

Grafana Labs

. Develop, execute, and evolve the partner go-to-market strategy for the Western region .

Posted 11/2/2026full-timeRemote • CanadaSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in developing and executing partner go-to-market strategies, managing relationships with systems integrators and resellers, and driving revenue growth through channel sales. Proven ability to align sales efforts with product initiatives and maintain high customer and partner satisfaction.

Highest-signal resume keywords

Channel Sales ExperiencePartner Relationship ManagementGo-To-Market Strategy DevelopmentSaaS Sales ExperienceConsultative Sales Approach

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Revenue Growth StrategyPipeline ManagementHigh-Performing Channel StrategyPartner ActivationBrand Awareness Initiatives

Soft Skills

Relationship BuildingConsultative SellingGoal AchievementCommunication Skills

Industry Keywords

Open Source TechnologyMetrics MonitoringRemote Work ExperienceSales Development Initiatives

Tech Stack

Tools & technologies

GrafanaOpen Source

About the role

Key responsibilities & impact

Develop, execute, and evolve the partner go-to-market strategy for the Western region
Align sales and go-to-market efforts with product, technical, and sales development initiatives
Drive immediate and future revenue growth through the partner channel
Manage relationships with Regional and Boutique Systems Integrators and Value-Added Reseller partners
Identify partner opportunities and accelerate deals to drive revenue targets
Lead identification, activation, and development of regional partners
Develop partner capabilities, co-sell motions, and brand awareness initiatives
Establish executive relationships and create partnership business plans
Manage pipeline and revenue commitments with leadership
Coordinate message alignment, operations, and partner-strategy evangelism across Grafana Labs

Requirements

What you’ll need

7+ years of experience in channel sales
Experience selling SaaS and/or open source technology is a plus
Demonstrated history of consistent goal achievement at high growth startups
Experience with a consultative sales approach focused on maintaining high customer, partner, and community satisfaction
Proven experience developing a high-performing channel strategy
Experience with open source technologies or in the Metrics/Monitoring space is a bonus
Experience working in a remote setting is a bonus

Benefits

Comp & perks

Restricted Stock Units (RSUs)
100% remote, global culture
Career growth pathways
In-person onboarding
30 days of annual leave per annum, including 3 Grafana Shutdown Days
Transparent communication and regular company-wide updates
Autonomy and support to innovate
Empowered, high-trust teams
Approachable and involved leadership