265K–290K USD / year
Strategic Channel Manager, West
SalesRemote — West Coast, United States
Published on 2026-11-02
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About this role
Develop and execute Grafana Labs’ partner go-to-market strategy across the Western region. The role focuses on growing revenue through regional and boutique systems integrators and value-added resellers.
About the company
Grafana Labs builds open-source and commercial observability tools for metrics, logs, and traces, centered on Grafana dashboards. It helps teams monitor infrastructure and applications and investigate incidents.
What you'll do
- Identify partner opportunities and accelerate deals to meet revenue targets
- Recruit, activate, and develop regional partners
- Build partner capabilities, co-selling motions, and brand awareness
- Create partnership business plans and executive relationships
- Manage pipeline and revenue commitments with leadership
- Coordinate partner strategy across sales, marketing, operations, and leadership
What we're looking for
- 7+ years of channel sales experience
- Consistent goal achievement at high-growth startups
- Consultative sales approach with a focus on partner, customer, and community satisfaction
- Experience developing a high-performing channel strategy
Nice to have
- SaaS or open-source technology sales experience
- Experience with open-source technologies or metrics and monitoring
- Experience working remotely
- Located in the Bay Area
Benefits
- Restricted stock units (RSUs)
- 30 days of annual leave, including three Grafana shutdown days
- In-person onboarding