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Senior Channel Strategy & Operations Manager | United States | Remote

2 hours, 44 minutes ago
United States
Full-time
Senior
Partnerships Manager
Sales and Business Development
AWS Azure GCP Grafana Tableau
Apply Now
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
View All Jobs 151

Description

  • Define partner route-to-market categories, requirements, and benefits.
  • Drive the development funds program and other financial incentives, including discounts and opportunity registration programs.
  • Create channel go-to-market programs such as accreditations, specializations, competencies, and segmentation.
  • Architect pipeline acceleration programs, including deal registration, rebates, and performance-based rewards.
  • Lead annual strategy, business plan development, and quota/territory planning with partner leaders.
  • Structure and lead strategic initiatives, establish KPIs, and develop best practices.
  • Provide recommendations for partner business planning, reporting, scorecards, and forecasting processes.
  • Gather and synthesize data, lead analyses, and develop recommendations for strategic and operational partner initiatives.
  • Manage the weekly cadence for partner sales forecasting, lead generation, reporting, and analytics.
  • Develop formal reporting packages and conduct metrics reviews with partner leaders and supporting teams.

Requirements

  • 5+ years of experience leading end-to-end partner program design and effectiveness.
  • Deep understanding of SaaS licensing models.
  • Foundational knowledge of partner selling motions such as ISV, MSP, OEM, Resell, and Disti.
  • Experience with cloud marketplaces, including AWS, Azure, and Google.
  • Demonstrated strategic thinking and analytical ability to identify opportunities and risks.
  • Experience in a sales or GTM organization.
  • Familiarity with sales methodologies such as MEDDPICC or MEDDIC.
  • Excellent communication skills with executive audiences.
  • High comfort with ambiguity and the ability to prioritize independently.
  • Previous experience in open source is a plus.
  • Experience with AWS partner network processes, including AWS Marketplace transactions, is preferred.
  • Experience with partner portal technologies such as SFDC Partner Community, Impartner, and Crossbeam is preferred.
  • Experience with Grafana, Tableau, or other BI tools is preferred.
  • Familiarity with Salesforce CPQ, Zuora, or other CPQ/Q2C/subscription management tools is preferred.

Benefits

  • US OTE range of $178,503 to $215,000.
  • Restricted Stock Units (RSUs) included in all roles.
  • 100% remote, global work culture.
  • 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.
  • Career growth pathways.
  • Transparent communication and approachable leadership.

Interested in this position?

Apply directly on the company website

Apply Now

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