Senior Channel Strategy & Operations Manager (Remote, USA)

Grafana’s GTM organization is looking for a Senior Channel Strategy & Operations Manager. Reporting to our Senior Director of Strategy & Planning, you will work with a cross-functional team of stakeholders to define growth strategies, provide insights to business performance, and build systems & processes to accelerate Grafana’s channel business. This is a foundational role that will partner directly with our VP of Global Partnerships and GTM leadership.  To be successful, you will be able to operate in an entrepreneurial, fast paced environment as you help build the structures for our future growth. 

Key Responsibilities

• Defining partner route to market categories and associated requirements and benefits
• Driving our development funds program and other financial incentives such as discounts and opportunity registration programs
• Creating programs that support channel go to market efforts including accreditations, specializations, competencies, and segmentation
• Architect pipeline acceleration programs such as deal registration, rebates, and other performance-based rewards
• Lead annual strategy, business plan development, and quota/territory planning with each of our Partner leaders.
• Structure and lead key strategic initiatives, establish and track KPIs, and develop best practices.
• Provide innovative recommendations for partner business planning, reporting, scorecards, and forecasting processes.
• Gather and synthesize relevant data, lead analyses and develop final recommendations around strategic and operational partner initiatives.
• ​​Manage weekly cadence of partner sales forecasting, lead generation, reporting, and analytics.
• Develop formal reporting packages for partner and partner sales effectiveness and productivity. Conduct metrics reviews with partner leaders and supporting teams.

Qualifications

• 5+ years Experience leading the design and effectiveness of the end to end partner programs (strategies, frameworks, processes, planning, procedures, and policies)
• Deep understanding of SaaS licensing models
• Foundational knowledge of various partner selling motions (i.e. ISV, MSP, OEM, Resell, Disti, etc).
• Experience with Cloud Marketplaces (AWS, Azure, Google)
• Demonstrated track record of strategic thinking and analysis--seeing over the horizon to identify opportunities, envision models, and strategic paths to capture opportunities, as well as spot emerging risks
• Experience in a sales or GTM organization, and familiarity with common sales methodologies (MEDDPICC or MEDDIC)
• Excellent communication skills with executive audiences - explain “what it is”, “why it matters” and “what should we do” in terms of your data and analysis
• High comfort with ambiguity. You identify the right priorities and put in the hard work without need for external motivation
• You think critically and creatively, continually reorienting to obstacles to define a better way to achieve our goals.
• Located in the US

A plus if you have the following

• Previous experience in open source 
• Experience with AWS partner network processes, including AWS Marketplace transactions
• Experience with partner portal technologies (SFDC Partner Community, Impartner, Crossbeam etc.)
• Experience with Grafana, Tableau or other analysis/BI tools.
• Familiarity with Salesforce CPQ, Zuora, or other CPQ / Q2C / subscription management tools.

In the United States, the base compensation range for this role is $148,000 - $185,000.  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.