Grafana Labs

Strategic Channel Manager, East Coast (Remote, East Coast)

United States

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$250,000 – $272,000Compensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Software, Biotechnology, SaaSIndustries

Requirements

Candidates should possess 10+ years of experience in channel sales, demonstrated history of consistent goal achievement at high growth startups, and experience in a consultative sales approach focused on maintaining exceptionally high levels of customer, partner, and community satisfaction. Experience selling SaaS and/or open source technology is preferred.

Responsibilities

The Strategic Channel Manager will be responsible for developing, executing, and evolving the partner go-to-market strategy in the US East Coast region, working closely with Sales, Marketing, Operations, and leadership teams. This includes owning partner opportunity identification and deal acceleration activities, leading partner identification and development efforts, establishing strong executive relationships, managing the partner pipeline and revenue commitments, and collaborating across Grafana Labs to align messaging and coordinate operations. The role also involves developing partner capabilities, co-sell motions, and brand awareness initiatives, with the goal of driving revenue growth through regional partners such as Grafana’s Regional and Boutique Systems Integrators and Value-Added Reseller partners.

Skills

Channel Sales

Partner Development

SaaS

Open Source Technology

Strategic Planning

Relationship Building

Pipeline Management

Revenue Growth

Consultative Sales

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.

Key Metrics

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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