Strategic Channel Manager | Brazil | Remote

Abu Dhabi, Abu Dhabi, United Arab Emirates

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Open Source Software, Observability, Cloud Computing, SoftwareIndustries

Requirements

Candidates must have 7+ years of experience in channel sales, a proven track record of developing a high-performing channels strategy, and be located in Brazil. Experience selling SaaS or open-source technology, a history of consistent goal achievement at high-growth startups, and experience with consultative sales approaches are a plus. Experience with open-source technologies or in the metrics/monitoring space, and experience working remotely are considered bonus points.

Responsibilities

The Strategic Channel Manager will be responsible for developing, executing, and evolving the partner go-to-market strategy in Brazil, working closely with sales, marketing, operations, and leadership teams. Key tasks include driving revenue growth through the partner channel, identifying and activating regional partners, developing partner capabilities and co-sell motions, establishing executive relationships, managing pipeline and revenue commitments, and providing input on message alignment and operational coordination.

Skills

Channel Management

Go-to-Market Strategy

Partner Management

Sales

Marketing

Business Development

Revenue Growth

Systems Integrators

Value-Added Resellers

Strategic Planning

Open Source

Grafana Labs

Observability and monitoring solutions provider

About Grafana Labs

Grafana Labs specializes in observability and monitoring solutions for cloud infrastructure and applications. Its main product, Grafana, is an open-source metrics dashboard that allows users to visualize and analyze data from various sources. This helps businesses monitor the performance and health of their systems in real-time. Grafana Labs serves a wide range of clients, including large enterprises and individual developers, particularly in sectors like technology, finance, healthcare, and retail. Unlike many competitors, Grafana Labs offers both open-source and commercial products, generating revenue through premium features, enterprise support, and managed cloud services. The company's goal is to provide essential tools for monitoring and visualizing data, ensuring that digital services are reliable and efficient.

New York City, New YorkHeadquarters

2014Year Founded

$783.2MTotal Funding

SERIES_DCompany Stage

Data & Analytics, Enterprise SoftwareIndustries

1,001-5,000Employees

Benefits

30 days of paid vacation each year on top of national holidays, parental leave, & sick leave

Health coverage

4% contribution match on our 401(k)

$1,500 learning and development stipend

Udemy subscription

Complimentary subscription to Headspace

Discounts on a wide variety of services, including entertainment, food, and fitness.

Remote Work Option

Global Employee Assistance Program

Risks

Increased competition from Datadog, Dynatrace, and New Relic pressures Grafana to innovate.

Recent critical security vulnerabilities could affect customer trust and adoption.

Rapid regional expansion may strain resources and impact service quality.

Differentiation

Grafana Labs offers a unique open-source observability platform with extensive customization.

The company provides both self-managed and fully managed observability solutions for diverse needs.

Grafana Labs integrates AI to enhance data analysis and monitoring capabilities.

Upsides

Grafana Labs raised $270M, boosting its valuation to over $6 billion in 2024.

The company surpassed $250M in annual recurring revenue with over 5,000 customers.

Expansion into Southeast Asia shows Grafana's commitment to localized cloud services.

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