Strategic Channel Manager, GSI - Remote

Overview

As a GSI Partner Manager of Top GSI’s you will be responsible for developing and executing strategies to build incremental revenue streams for Grafana.

In Short

• Collaborate with Grafana to identify, target, and contract with partners that allow us to increase value to customers, win rates and as a result, our revenue.
• Craft and implement PG Plans to source revenue from the key GSI partners.
• Partner with Grafana’ leadership to build effective rules of engagement.
• Train and influence partner sellers by refining value propositions to meet specific client needs and facilitate client introductions to Grafana.
• Build and maintain a positive relationship with strategic partners that enable Grafana products to drive new revenue streams.
• Drive partner referral pipeline to Grafana Sales Executives.
• Establish quarterly and annual plans to meet revenue growth objectives and maintain fiscal accountability for revenue quota.
• Work with Sales Operations to build a reporting mechanism that provides visibility on your efforts and strategies to achieve overall revenue contribution.
• Build relationships with Grafana’s Partner Marketing to develop value propositions and marketing/PR campaigns necessary to drive demand for/through channel partners.
• Participate in partner conferences & O11Y events.

Requirements

• You have significant and demonstrable experience driving and managing tier-1 partner/alliances business initiatives within a SaaS environment.
• You are an experienced strategic alliance leader with the ability to initiate and develop complex partnerships that deliver results.
• You bring an extensive network inside some of the leading Global System Integrators.
• You have technology knowledge that helps you engage and have credibility with product groups within Grafana and partners up to VP/CTO level engagements.
• Relevant experience working with partner sales and IT functions.
• Direct SaaS Selling Experience preferred.
• Excellent written and verbal communication skills and competency in communicating at an executive level.
• Demonstrated track record of driving revenue and consistent attainment to quota both quarter-over-quarter and year-over-year.
• Proven history of negotiating partnership pricing and contracts.
• BA/BS required; MBA preferred.
• You are open to travel ~ 50%.

Benefits

• Equity.
• Bonus (if applicable).
• Other benefits listed on our careers page.