Strategic Channel Manager

Grafana Labs

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

Posted 11/2/2026full-timeRemote • United StatesSeniorLead💰 $265,000 - $290,000 per yearWebsite

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 and technical initiatives while achieving consistent goals in high-growth environments.

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

Partner Opportunity IdentificationDeal AccelerationHigh-Performing Channel Strategy DevelopmentRevenue Growth StrategiesPipeline Management

Soft Skills

Relationship BuildingStrategic ThinkingGoal AchievementOperational Coordination

Tools & Technologies

Open-Source TechnologiesMetrics Monitoring Tools

Industry Keywords

Value-Added ResellerSystems IntegratorsBay Area

About the role

Key responsibilities & impact

Develop, execute, and evolve the partner go-to-market strategy in the Western region
Align sales and go-to-market efforts with product, technical, and sales development efforts
Drive immediate and future revenue growth through the partner channel
Manage relationships with Regional and Boutique Systems Integrators and Value-Added Reseller partners
Own partner opportunity identification and deal acceleration activities
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
Provide input on message alignment, operational coordination, and partner-strategy evangelism

Requirements

What you’ll need

7+ years of experience in channel sales
Demonstrated history of consistent goal achievement at high-growth startups
Experience with a consultative sales approach
Proven experience developing a high-performing channel strategy
Experience selling SaaS and/or open-source technology is a plus
Experience with open-source technologies or in the metrics/monitoring space is a bonus
Experience working in a remote setting is a bonus
Ideally located in the Bay Area

Benefits

Comp & perks

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