Senior Channel Strategy & Operations Manager | United States | Remote

ABOUT THE ROLE Grafana Labs is a 100% remote company with a global collaborative culture, founded on the principles of open source, open standards, open ecosystems, and open culture. We're a leading provider of the open observability cloud, with a fully managed platform that enables organizations to see, understand, and act on all their disparate data. With over 35 million users and 7,000+ customers, including top brands like Anthropic, Bloomberg, and NVIDIA, we're committed to ensuring the reliability of applications and systems, resolving incidents quickly, and optimizing telemetry to reduce noise and cost. WHAT YOU'LL DO We're seeking a Senior Channel Strategy & Operations Manager to join our GTM organization. As a key member of our team, you'll work closely with cross-functional stakeholders to define growth strategies, provide insights to business performance, and build systems and processes to accelerate our channel business. Your responsibilities will include: Defining partner route to market categories and associated requirements and benefits Driving our development funds program and other financial incentives such as discounts and opportunity registration programs Creating programs that support channel go-to-market efforts, including accreditations, specializations, competencies, and segmentation Architecting pipeline acceleration programs, such as deal registration, rebates, and other performance-based rewards Leading annual strategy, business plan development, and quota/territory planning with each of our Partner leaders Structuring and leading key strategic initiatives, establishing and tracking KPIs, and developing best practices Providing innovative recommendations for partner business planning, reporting, scorecards, and forecasting processes Gathering and synthesizing relevant data, leading analyses, and developing final recommendations around strategic and operational partner initiatives Managing weekly cadence of partner sales forecasting, lead generation, reporting, and analytics Developing formal reporting packages for partner and partner sales effectiveness and productivity WHAT YOU'LL NEED To succeed in this role, you'll need: 5+ years of experience leading the design and effectiveness of end-to-end partner programs (strategies, frameworks, processes, planning, procedures, and policies) Deep understanding of SaaS licensing models Foundational knowledge of various partner selling motions (i.e. ISV, MSP, OEM, Resell, Disti, etc.) Experience with Cloud Marketplaces (AWS, Azure, Google) Demonstrated track record of strategic thinking and analysis Experience in a sales or GTM organization, and familiarity with common sales methodologies (MEDDPICC or MEDDIC) Excellent communication skills with executive audiences High comfort with ambiguity Ability to think critically and creatively WHY REMOTE As a 100% remote company, we offer the flexibility and autonomy to work from anywhere in the world. Our global collaborative culture is built on the principles of open source, open standards, open ecosystems, and open culture. BENEFITS We offer a competitive salary and benefits package, including opportunities for professional growth and development in a fast-paced and innovative environment.