[Remote] Channel Account Manager | Remote | Northeast

Note: The job is a remote job and is open to candidates in USA. Grafana Labs is a company focused on open observability solutions, and they are seeking a Strategic Channel Sales Manager. This role will involve developing and executing partner go-to-market strategies in the US East Coast region, driving revenue growth through partnerships, and aligning sales efforts with various teams within the company.ResponsibilitiesDevelop executive level relationships with focus partners in the US East Coast regionOwn partner opportunity identification and deal acceleration activities to drive revenue targetsLead the identification, activation and development efforts for regional partnersDevelop partner capabilities, co-sell motions and brand awareness initiativesEstablish strong executive relationships to create partnership business plansWork with leadership to manage pipeline and revenue commitmentsWork across Grafana Labs to provide input on message alignment, operational coordination, and evangelism of the partner strategy and programSkillsLocated in the US East (ideally Northeast) region7+ years of experience in channel sales or sales (selling with partners)Experience selling SaaS (open source technology is a plus) and MEDDPICC selling methodologiesDemonstrated history of consistent goal achievement at high growth startupsExperience in consultative sales approach with the primary goal of maintaining exceptionally high levels of customer, partner, and community satisfactionProven experience developing a high performing Channels strategy for SaaS vendorsRunning Low Touch deal cycles with Partners independently of Direct Sales teamDemonstrated ability to increase Partner Sourced revenue (NACV) contribution to the region's overall revenueBenefitsBenefits include equity, bonus (if applicable) and other benefits listed here.100% Remote, Global Culture - As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose.Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment.Transparent Communication – Expect open decision-making and regular company-wide updates.Innovation-Driven – Autonomy and support to ship great work and try new things.Open Source Roots – Built on community-driven values that shape how we work.Empowered Teams – High trust, low ego culture that values outcomes over optics.Career Growth Pathways – Defined opportunities to grow and develop your career.Approachable Leadership – Transparent execs who are involved, visible, and human.Passionate People – Join a team of smart, supportive folks who care deeply about what they do.In-Person onboarding - We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it.We operate a global annual leave policy of 30 days per annum.3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect.We will comply with local legislation where applicable.Company OverviewGrafana Labs is an open-source software platform built to support monitoring, visualization, and metric analytics. It was founded in 2014, and is headquartered in New York, New York, USA, with a workforce of 1001-5000 employees. Its website is http://grafana.com.Company H1B SponsorshipGrafana Labs has a track record of offering H1B sponsorships, with 2 in 2025, 1 in 2022, 1 in 2020. Please note that this does not guarantee sponsorship for this specific role.