Channel Manager, GSI

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.

Expectations For Success

• 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 a program to onboard GSI partners and educate Grafana sales team regarding partnerships
• Partner with Grafana’ leadership to eliminate channel conflict and 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
• Liaise with Grafana’s Legal Department to develop contracts for alliance and channel partner agreements; negotiate and finalize all partner agreements
• Participate in industry trade shows & events

You are driven, accountable and collaborative. You can make sound decisions, communicate effectively, possess financial acumen, demonstrate initiative, build realistic plans, promote teamwork, influence others and you are able to achieve great results.

Qualifications & 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 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%

In the United States, the OTE compensation range for this role is $207,000 - $264,000.  Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable), and other benefits listed on our careers page.