Strategic Channel Manager | India | Remote | Expressions Of Interest

Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. Built on open source and open standards and designed for interoperability across any stack, Grafana Cloud brings AI to observability and observability to AI, giving teams (and their agents) unified visibility so they can see, understand, and act on all their disparate data, wherever it lives, and move at the speed of their ambitions. Customers, including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce, rely on Grafana Labs. We are a 100% remote company with team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at grafana.com and follow us on LinkedIn and X.

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 Channel Manager to develop, execute and evolve our partner go-to-market strategy in India. You will work closely with Sales, Solution Engineering, Marketing, Operations and the leadership team to align sales and go-to-market efforts with our product, technical and sales development efforts. Your key task is to deliver immediate and future partner-sourced revenue growth, working primarily with Grafana's regional Systems Integrators and Value-Added Resellers.

As our first dedicated channel hire in India, you will build an emerging partner community and shape the role, the strategy and the playbook inside a rapidly growing company where partners are a core part of go-to-market.

This is NOT a programmatic channel and distribution role. This IS a sales-focused channel role for someone who thrives in a fast-paced environment, is comfortable owning a partner-sourced revenue number, and can build on a fast-growing channel business.

What You'll Be Doing

Develop executive-level relationships with focus partners in India

Own partner opportunity identification and deal acceleration to drive revenue targets

Lead the identification, activation and development of regional partners

Develop partner capabilities, co-sell motions and brand awareness initiatives

Establish strong executive relationships to create partnership business plans

Work with leadership to manage pipeline and revenue commitments

Work across Grafana Labs on message alignment, operational coordination and evangelism of the partner strategy and program

What Makes You a Great Fit

7+ years of experience in channel sales or sales (selling with partners)

Experience selling SaaS (open source technology is a plus), and familiarity with BEPIC and MEDDPICC selling methodologies

A demonstrated history of consistent goal achievement at high-growth startups

A consultative sales approach, with the goal of keeping customer, partner and community satisfaction exceptionally high

Proven experience developing a high-performing channel strategy for SaaS vendors new to the India market

Bonus Points For

Running low-touch deal cycles with partners independently of the direct sales team