Reporting to our Senior Worldwide Channel Manager, the NORAM Channel Manager will be responsible for developing, executing, and evolving all aspects of our partner sales strategy in the North America Commercial Sector.

You will champion the evolution and growth of our North American partner program and work closely with the Sales, Operations, and Leadership team to align sales and go-to-market efforts with our product, technical, and sales development efforts. You will be tasked with developing and delivering immediate and future revenue growth through our partner channel. The initial focus will be on helping vet prospective partners, enabling partners, and formalize the partner channel network by acting as the key point of contact with our NORAM partners on an ongoing basis. Building the program will require cross-functional collaboration to lead the development of enablement.

This role requires the experience to manage an emerging partner community in NORAM and you will be well placed to act as a trailblazer to shape the role, develop and evolve the strategy to make your mark. You can be located ideally anywhere in North America.

Responsibilities

This Channels role in NORAM will require the individual to be both a hunter in terms of recruitment and identifying opportunities but also a manager who can develop relationships and programs to drive specific revenue targets
Build a partner pipeline and manage the partners to pipeline commitments
Utilize Salesforce and establish processes to track, manage and report on this pipeline and lead creation
Continuously assess, clarify and validate the partner's needs and performance
Develop a means of profiling each partner's focus and core competencies to drive an understanding of the partners business model in developing Grafana in their respective territory or industry
Work with the leadership team to develop quarterly sales targets for the NORAM partner channel
Coordinate with relevant Grafana team members to build partner competency in solutions engineering and post-sales support
Help drive partner generated leads/pipeline via marketing events, email campaigns, workshops, and other joint efforts
Develop and execute a strategy to build awareness of the Grafana brand and recruitment of new partners
Work across Grafana Labs to provide input on message alignment, operational coordination, and evangelism of the partner strategy and program

Requirements

5+ years of experience - core sales, channel sales, industry or solution selling, business development
Experience in open-source or cloud-native industry preferred
You will share our belief in a consultative sales approach with the primary goal of maintaining exceptionally high levels of customer, partner, and community satisfaction
You will be a team player and able to engage with an international team and be as comfortable talking to developers and the open-source community as you are to customers
Strong judgment, collaboration, and leadership
Energy, enthusiasm and drive to carve out the Channels strategy in NORAM and hunt the opportunity
Proven track record in technology Sales and have a background in high-growth startups

About Grafana Labs: There are more than 900,000 active installations of Grafana around the globe, monitoring everything from beehives to climate change in the Alps. The instantly recognizable dashboards have been spotted everywhere from a SpaceX launch and Minecraft HQ to Wimbledon and the Tour de France. Grafana Labs also helps companies including Bloomberg, JPMorgan Chase, and eBay manage their observability strategies with full-stack offerings that can be run fully managed with Grafana Cloud, or self-managed with Grafana Enterprise Stack. The Grafana stack has grown to include three other open-source projects, Grafana Loki (for logs), Grafana Mimir (for metrics), and Grafana Tempo (for traces).

Benefits: For more information about the perks and benefits of working at Grafana, please check out our careers page.

A note about covid-19: All Grafanistas who wish to attend in-person events or travel for Grafana Labs must be fully-vaccinated.

Equal Opportunity Employer: At Grafana Labs we're building a company where a diverse mix of talented people want to come, stay, and do their best work. We know that our company runs on the hard work and the dedication of our passionate and creative employees.

We will recruit, train, compensate and promote regardless of race, religion, colour, national origin, gender, disability, age, veteran status, and all the other fascinating characteristics that make us different and unique. We believe that equality and diversity builds a strong organisation and we're working hard to make sure that's the foundation of our organisation as we grow.

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Summary
Company name: Grafana Labs
Remote job title: Channel Manager
Job tags: Cloud Native, Channel Sales, Open Source Software