Channel Manager, RSI (Remote, West Coast)

You 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 with focus specifically on the eastern seaboard 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 formalizing the partner channel network by acting as the key point of contact with our strategic NORAM Regional System Integrator and Federal System Integrator 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 specific to the West Region 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 on the West Coast.

Responsibilities

• 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
• Located in the West Coast of the US
• 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
• Proven track record in technology Sales and have a background in high-growth startups

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.