Strategic Channel Manager | Remote | West Coast US

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 Strategic Channel Manager, West who will be responsible for developing, executing, and evolving all aspects of our partner go-to-market strategy in the Western region. You will work closely with the Sales, Marketing, Operations, and leadership team to align sales and go-to-market efforts with our product, technical, and sales development efforts. Your key task will be to develop and deliver immediate and future revenue growth through our partner channel, working primarily with Grafana’s Regional and Boutique Systems Integrators and Value-Added Reseller partners.

This role requires the experience to manage an emerging partner community in the region and you will be well placed to act as a trailblazer to shape the role, develop and evolve the strategy to make your mark within a rapidly growing company where partners are a core element of its GTM. You can be located ideally anywhere on the North America West coast.

What You’ll Be Doing

Own partner opportunity identification and deal acceleration activities to drive revenue targets

Lead the identification, activation and development efforts for 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 to provide input on message alignment, operational coordination, and evangelism of the partner strategy and program

7+ years of experience in channel sales

Experience selling SaaS and/or open source technology is a plus

Demonstrated history of consistent goal achievement at high growth startups

Experience in consultative sales approach with the primary goal of maintaining exceptionally high levels of customer, partner, and community satisfaction

Proven experience developing a high performing Channels strategy

Bonus Points For

Experience with Open Source technologies, or in the Metrics/Monitoring space

Compensation & Rewards

In the United States, the OTE (On-Target Earnings) compensation range for this role is $265,000 - $290,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.