Grafana Labs

Strategic Channel Manager | United Kingdom | Remote

Morowali, Sulawesi Tengah, Indonesia

Not SpecifiedCompensation
Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level
Full TimeJob Type
UnknownVisa
Open-Source Software, Observability, SoftwareIndustries

About Grafana Labs

Grafana Labs is a remote-first, open-source powerhouse. There are more than 20M users of Grafana, the open source visualization tool, around the globe, monitoring everything from beehives to climate change in the Alps. The instantly recognizable dashboards have been spotted everywhere from a NASA launch and Minecraft HQ to Wimbledon and the Tour de France. Grafana Labs also helps more than 3,000 companies -- including Bloomberg, JPMorgan Chase, and eBay -- manage their observability strategies with the Grafana LGTM Stack, which can be run fully managed with Grafana Cloud or self-managed with the Grafana Enterprise Stack, both featuring scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo).

We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.

You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity.

The Opportunity

Grafana Labs is looking for a Strategic Channel Manager who will be responsible for developing, executing, and evolving all aspects of our partner sales strategy in the UK region. You will champion the evolution and growth of our EMEA partner program and work closely with the Sales, Operations, and Leadership team to align sales and go-to-market efforts with our product, technical, and sales development efforts. You will be tasked with developing and delivering immediate and future revenue growth through our partner channel. This role requires the experience to build and manage an emerging partner community in UK and you will be well placed to act as a trailblazer to shape the role, develop and evolve the strategy to make your mark. Must be located in the UK.

What You’ll Be Doing

  • Proactively identify high-potential partners, onboard and develop relationships with them, and work with them to build practices and businesses around Grafana
  • Work with partners including at executive level to develop and execute joint business plans to drive specific revenue targets, working closely with the Grafana regional sales teams
  • Primarily working with 3 of our key strategic UK partners. 10% on partner recruitment
  • Work closely with partners and Grafana sales teams to facilitate joint sales campaigns
  • Develop and execute a strategy to build awareness of the Grafana brand and recruitment of new partners
  • Build a partner pipeline and manage the partners to pipeline commitments
  • Develop a means of profiling each partner’s focus and core competencies to drive an understanding of the partners business model in developing Grafana in their respective territory or industry
  • Work with the leadership team to develop quarterly sales targets for the UK partner channel
  • Work across Grafana Labs to provide input on message alignment, operational coordination, and evangelism of the partner strategy and program

What Makes You a Great Fit

  • 5+ years of experience in channel sales
  • Demonstrated history of consistent goal achievement at high growth startups
  • Experience in consultative sales approach with the primary goal of maintaining exceptionally high levels of customer, partner, and community satisfaction
  • Proven experience carving out the Channels strategy in EMEA
  • Strong focus on sales mentality
  • Must be located in UK

Bonus Points For

  • Experience selling in open source technology is a plus

Compensation & Rewards

In the United Kingdom , the OTE (On-Target Earnings) compensation range for this role is GBP 197,600 - GBP 216,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We beli

Skills

Partner Sales Strategy
Channel Management
Sales Development
Go-to-Market Strategy
Revenue Growth
Partner Programs
Sales Operations

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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