Strategic Channel Manager, Southeast (Remote, Atlanta)

Position Overview

• Location Type: Onsite (Ideally anywhere on the US East Coast, ideally Atlanta, Georgia)
• Job Type: Full-time
• Salary: $250,000 - $272,000 OTE (OTE compensation range for the US)

Grafana Labs is seeking a Strategic Channel Manager for the Southeast region to develop, execute, and evolve the partner go-to-market strategy. This role involves close collaboration with Sales, Marketing, Operations, and leadership teams to align sales and go-to-market efforts with product, technical, and sales development initiatives. The primary objective is to drive immediate and future revenue growth through the partner channel, focusing on Grafana’s Regional and Boutique Systems Integrators and Value-Added Reseller partners. This is an opportunity to shape the role and strategy within a rapidly growing company where partners are a core GTM element.

Responsibilities

• Own partner opportunity identification and deal acceleration activities to drive 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 partnership business plans.
• Work 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 in a consultative sales approach with a focus on maintaining exceptionally high levels of customer, partner, and community satisfaction.
• Proven experience developing a high-performing Channels strategy.
• Ideally located in Atlanta, Georgia.

Compensation and Benefits

• OTE Compensation Range (US): $250,000 - $272,000. Actual compensation may vary based on level, experience, and skillset.
• Benefits: Include equity, bonus (if applicable), and other benefits listed on the careers page.
• Compensation ranges are country-specific; recruiters will discuss specific market pay ranges and benefits for other locations.

About Grafana Labs

Grafana is an open-source visualization tool used by over 20 million users globally to monitor diverse systems. Grafana Labs supports over 3,000 companies, including Bloomberg, JPMorgan Chase, and eBay, in managing their observability strategies with the Grafana LGTM Stack, which includes Grafana Cloud (fully managed) and Grafana Enterprise Stack (self-managed), featuring scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo).

Equal Opportunity Employer

Grafana Labs is committed to building a diverse and inclusive workplace where talented individuals can thrive. We encourage applications from candidates who may not perfectly align with every qualification but are excited about the role. We recruit, train, compensate, and promote without regard to race, religion, color, national origin, gender, disability, age, or veteran status.