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Grafana LabsStrategic Channel Manager | Remote | West Coast US
Grafana Labs is seeking a Strategic Channel Manager for the Western region to shape, build, and evolve the partner go-to-market strategy. This 100% remote role operates…
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About This Role
Grafana Labs is seeking a Strategic Channel Manager for the Western region to shape, build, and evolve the partner go-to-market strategy. This 100% remote role operates within the United States, with a preference for candidates located anywhere on the North America West coast or specifically in the Bay Area. The individual chosen will serve as a trailblazer to accelerate revenue growth by collaborating primarily with regional systems integrators, boutique systems…
Job Description
Grafana Labs is seeking a Strategic Channel Manager for the Western region to shape, build, and evolve the partner go-to-market strategy. This 100% remote role operates within the United States, with a preference for candidates located anywhere on the North America West coast or specifically in the Bay Area. The individual chosen will serve as a trailblazer to accelerate revenue growth by collaborating primarily with regional systems integrators, boutique systems integrators, and value-added reseller partners.
This position requires close collaboration with sales, marketing, operations, and leadership teams to align sales initiatives with technical, product, and sales development efforts. Responsibilities include identifying partnership opportunities, advancing deals, building executive relationships, and shaping collaborative co-sell motions. The ideal candidate brings extensive channel sales background and a history of meeting performance targets at high-growth startups.
Grafana Labs creates fully managed observability software built on open-source standards, helping thousands of organizations scale telemetry and resolve incidents. Employees enjoy a remote work environment backed by a global culture, equity through Restricted Stock Units, and thirty days of annual leave.
Responsibilities
- Identify partner opportunities and accelerate sales deals to hit revenue targets
- Identify, activate, and develop regional partners
- Grow partner capabilities, co-sell initiatives, and brand awareness
- Forge executive relationships to draft partnership business plans
- Partner with leadership to oversee revenue commitments and pipeline management
- Collaborate across the organization to evangelize the partner strategy and align messaging
Requirements
- Seven or more years of professional background in channel sales
- Demonstrated history of consistent goal achievement at high-growth startups
Qualifications
- Background selling SaaS or open-source technology
- Experience utilizing a consultative sales approach focused on customer, partner, and community satisfaction
- Familiarity with open-source technologies or the metrics and monitoring sector
- Prior history working in a remote setting
- Location on the North America West Coast, ideally within the Bay Area
Core Skills
Benefits
- On-Target Earnings range of $265,000 to $290,000 in the United States
- Restricted Stock Units providing ownership in company success
- Global annual leave policy granting 30 days of paid time off per year
- In-person onboarding program
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is this position remote?
Yes, Grafana Labs operates as a 100% remote company, and this role is ideally located anywhere on the North America West Coast, with a preference for the Bay Area.
What is the salary range for this job?
The On-Target Earnings compensation range for candidates in the United States is $265,000 to $290,000 per year, supplemented by Restricted Stock Units.
What level of experience is required?
Applicants must have at least seven years of experience in channel sales along with a demonstrated history of meeting goals at high-growth startups.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.