Strategic Channel Manager, Northeast

Position Overview

Grafana Labs is seeking a Strategic Channel Manager for the Northeast region to lead the development, execution, and evolution of our partner go-to-market strategy. This role involves close collaboration with Sales, Marketing, Operations, and leadership teams to align partner efforts with our product, technical, and sales development initiatives. The primary objective is to drive immediate and future revenue growth through our partner channel, focusing on Grafana’s Regional and Boutique Systems Integrators and Value-Added Reseller partners.

This position offers the opportunity to manage an emerging partner community and act as a trailblazer in shaping the channel strategy within a rapidly growing company where partners are a crucial element of our Go-To-Market (GTM) approach. The ideal candidate can be located anywhere on the North America East Coast.

Responsibilities

• Own partner opportunity identification and deal acceleration activities to achieve revenue targets.
• Lead the identification, activation, and development efforts for regional partners.
• Develop partner capabilities, co-sell motions, and brand awareness initiatives.
• Establish strong executive relationships to create strategic partnership business plans.
• Collaborate with leadership to manage pipeline and revenue commitments.
• Provide input across Grafana Labs on message alignment, operational coordination, and evangelism of the partner strategy and program.

Requirements

• 7+ years of experience in channel sales.
• Experience selling SaaS and/or open-source technology is a plus.
• Demonstrated history of consistent goal achievement at high-growth startups.
• Experience with a consultative sales approach, prioritizing exceptionally high levels of customer, partner, and community satisfaction.
• Proven experience developing a high-performing Channels strategy.
• Ideally located in Toronto.

Compensation and Benefits

• Canada OTE Compensation Range: CAD 310,400 - CAD 337,980.
• Actual compensation will be determined by level, experience, and skill set as assessed during the interview process.
• Benefits include equity, bonus (if applicable), and other benefits detailed on our careers page.
• Compensation ranges are country-specific. If applying from a different location, the recruiter will discuss your specific market’s defined pay range & benefits.

About Grafana Labs

Grafana Labs is the company behind Grafana, the open-source visualization tool used by over 20 million users globally to monitor diverse applications, from beehives to climate change data. Our recognizable dashboards are featured in prominent contexts like NASA launches, Minecraft HQ, Wimbledon, and the Tour de France. Grafana Labs also empowers over 3,000 companies, including Bloomberg, JPMorgan Chase, and eBay, to manage their observability strategies with the Grafana LGTM Stack. This stack includes scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo), and can be deployed as a fully managed solution with Grafana Cloud or self-managed with the Grafana Enterprise Stack.

For more information about our perks and benefits, please visit our careers page.

Equal Opportunity Employer

At Grafana Labs, we are committed to building a diverse and inclusive company where talented individuals can thrive and contribute their best work. We recognize that our success is driven by the dedication of our passionate and creative employees. If your experience aligns closely but not perfectly with the qualifications outlined, we strongly encourage you to apply.

We are committed to recruiting, training, compensating, and promoting individuals without regard to race, religion, color, national origin, gender, disability, age, veteran status, or any other protected characteristic.