Channel Account Manager | Remote | East Coast

1 month ago
Full-time
Senior
Sales and Business Development
Grafana

Grafana

Grafana is the open observability platform providing analytics, monitoring, and visualization solutions with a focus on user control and cost efficiency.

IT Services
1K-5K
Founded 2014
$535M raised

Description

  • Develop, execute, and evolve the partner go-to-market strategy for the US East Coast region.
  • Build and maintain executive-level relationships with key partners, including regional systems integrators and value-added resellers.
  • Own partner opportunity identification and deal acceleration activities to drive revenue targets.
  • Lead the identification, activation, and development of regional partners.
  • Develop partner capabilities, co-sell motions, and brand awareness initiatives.
  • Create partnership business plans with executive stakeholders.
  • Work with leadership to manage pipeline and revenue commitments.
  • Collaborate across Sales, Solution Engineering, Marketing, Operations, and leadership to align partner strategy and messaging.
  • Provide input on message alignment, operational coordination, and internal evangelism of the partner strategy and program.

Requirements

  • Must be located in the US East region, ideally the Northeast.
  • 7+ years of experience in channel sales or sales selling with partners.
  • Experience selling SaaS, with open source technology as a plus.
  • Experience with MEDDPICC selling methodologies.
  • Demonstrated history of consistent goal achievement at high-growth startups.
  • Experience using a consultative sales approach focused on customer, partner, and community satisfaction.
  • Proven experience developing a high-performing channel strategy for SaaS vendors.
  • Preferred experience running low-touch deal cycles with partners independently of a direct sales team.
  • Preferred ability to increase partner-sourced revenue contribution to regional revenue.

Benefits

  • US OTE compensation range of USD $260,000 to $280,000 on a 60/40 split.
  • Equity included in the compensation package.
  • Bonus eligibility, if applicable.
  • Flexible remote-first work environment.
  • Global annual leave policy of 30 days per year.
  • 3 days of annual leave reserved for Grafana Shutdown Days.
  • In-person onboarding for new hires.

Interested in this position?

Apply directly on the company website

Apply Now

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