Strategic Channel Manager, East Coast (Remote, East Coast)

As a Strategic Channel Manager at Grafana Labs, your main responsibilities will revolve around the development and execution of our partner go-to-market strategy on the East Coast. You’ll focus on identifying partner opportunities, accelerating deals, and managing relationships with various partners. You'll collaborate with the Sales, Marketing, and Operations teams to align efforts and ensure optimum revenue growth through our partner channel.

To thrive in the Strategic Channel Manager role at Grafana Labs, you should possess over 10 years of experience in channel sales, with a notable history of achieving goals within high-growth environments. Familiarity with SaaS or open-source technology will benefit you greatly. Additionally, a consultative sales approach and a commitment to maintaining high satisfaction levels among customers and partners are essential.

Success for the Strategic Channel Manager at Grafana Labs is primarily measured through effective revenue growth via partner channels. You'll need to establish strong relationships with partners, lead activation efforts, and develop co-selling motions that align with Grafana's goals. Your ability to innovate within this role and drive business strategy will also be key indicators of your success.

A typical day for a Strategic Channel Manager at Grafana Labs will involve engaging with partners, strategizing revenue growth, and collaborating with different teams to ensure alignment on company goals. You’ll spend time developing business plans, participating in meetings with leadership, and driving initiatives that enhance partner capabilities and increase brand awareness.

At Grafana Labs, a Strategic Channel Manager has outstanding career growth potential. Your experience and contributions in building a robust partner strategy can lead to advanced roles within the organization. Grafana values talent and offers a culture of continuous learning, where successful individuals can step into leadership or specialized roles within the company's expanding ecosystem.

In a channel sales role, I am motivated by the challenge of building strong partnerships that contribute to mutual success. I find it rewarding to identify opportunities that lead to significant revenue growth and to be a pivotal part of a team that drives innovative strategies.

Certainly! I've worked extensively in creating comprehensive partner strategies that focus on identifying key partners, establishing strong communication, and developing initiatives for joint marketing and sales efforts. By leveraging data and feedback, I align our strategy with partners’ strengths to achieve shared goals.

I prioritize relationship management by actively engaging with partners regularly, understanding their needs, and providing the support necessary for our mutual success. Through regular check-ins and performance reviews, I ensure that we’re aligned and working towards common objectives.

The key indicators for partner success include revenue generated through partnerships, the number of new opportunities identified together, partner satisfaction levels, and the effectiveness of co-marketing initiatives. Regular reporting and reviews help ensure we stay on track.

In handling conflicts with partners, I believe in open communication, where both parties can express their concerns. By addressing issues calmly and collaboratively, we can come to a resolution that reinforces our partnership and maintains goodwill.

One of my most successful projects involved launching a joint marketing campaign with a key partner that effectively broadened our reach. We coordinated efforts on messaging and resources, resulting in a significant increase in lead generation and sales growth for both companies.

I adapt my strategies by first assessing the characteristics and strengths of each partner type. This allows me to tailor co-selling efforts, marketing initiatives, and support to align with their unique needs and capabilities, maximizing our chances for success.

To ensure alignment, I utilize regular meetings, shared goals, and open lines of communication. By keeping everyone informed about our strategy, progress, and areas for improvement, we develop a unified approach toward achieving our partner and business objectives.

I stay updated with industry trends in channel sales by engaging in professional networks, attending industry conferences, and following relevant publications and thought leaders. Continuous learning also helps me to bring the best strategies to the table.

To effectively onboard new partners, I create a structured onboarding process that includes training on our products, sales tactics, and collaboration tools. Providing clear resources and regular check-ins helps ensure that new partners feel supported as they integrate with our team.