[Remote] Senior Channel Strategy & Operations Manager | United States | Remote

Note: The job is a remote job and is open to candidates in USA. Grafana Labs, the company behind the open observability cloud, is seeking a Senior Channel Strategy & Operations Manager. This role involves defining growth strategies, providing insights to business performance, and building systems and processes to accelerate Grafana's channel business.ResponsibilitiesDefining partner route to market categories and associated requirements and benefitsDriving our development funds program and other financial incentives such as discounts and opportunity registration programsCreating programs that support channel go-to-market efforts including accreditations, specializations, competencies, and segmentationArchitect pipeline acceleration programs, such as deal registration, rebates, and other performance-based rewardsLead annual strategy, business plan development, and quota/territory planning with each of our Partner leadersStructure and lead key strategic initiatives, establish and track KPIs, and develop best practicesProvide innovative recommendations for partner business planning, reporting, scorecards, and forecasting processesGather and synthesize relevant data, lead analyses and develop final recommendations around strategic and operational partner initiativesManage weekly cadence of partner sales forecasting, lead generation, reporting, and analyticsDevelop formal reporting packages for partner and partner sales effectiveness and productivity. Conduct metrics reviews with partner leaders and supporting teamsSkills5+ years of experience leading the design and effectiveness of the end-to-end partner programs (strategies, frameworks, processes, planning, procedures, and policies)Deep understanding of SaaS licensing modelsFoundational 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--seeing over the horizon to identify opportunities, envision models, and strategic paths to capture opportunities, as well as spot emerging risksExperience in a sales or GTM organization, and familiarity with common sales methodologies (MEDDPICC or MEDDIC)Excellent communication skills with executive audiences - explain 'what it is', 'why it matters,' and 'what should we do' in terms of your data and analysisHigh comfort with ambiguity. You identify the right priorities and put in the hard work without need for external motivationYou think critically and creatively, continually reorienting to obstacles to define a better way to achieve our goalsPrevious experience in open sourceExperience with AWS partner network processes, including AWS Marketplace transactionsExperience with partner portal technologies (SFDC Partner Community, Impartner, Crossbeam etc.)Experience with Grafana, Tableau or other analysis/BI toolsFamiliarity with Salesforce CPQ, Zuora, or other CPQ / Q2C / subscription management toolsBenefitsAll of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success.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.Balance is Key - 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.