Strategic Channel Manager, GSI (Remote, EMEA)

As the Strategic Channel Manager, GSI at Grafana, your primary responsibilities include developing strategies to generate incremental revenue through key partnerships. You will collaborate with partners, craft strategic plans, train and influence partner sellers, establish effective engagement rules, and maintain strong relationships with strategic partners to drive revenue and enhance customer value.

Candidates for the Strategic Channel Manager, GSI role at Grafana should have significant experience in managing tier-1 partnerships within a SaaS environment, along with a proven track record of driving revenue growth. A BA/BS degree is required, with an MBA preferred. Strong communication skills, technology knowledge, and experience working with partner sales and IT functions are also essential.

Grafana supports its Strategic Channel Manager, GSI by fostering a collaborative environment with leadership for developing rules of engagement, providing access to sales operations for reporting mechanisms, and building partnerships that align with the company's broader goals. The company also emphasizes training and influence over partner sellers to ensure alignment in meeting revenue objectives.

The Strategic Channel Manager, GSI at Grafana can expect to travel approximately 50% of the time. This travel is essential for attending partner conferences, building relationships with key GSI stakeholders, and driving collaboration that enhances the overall success of Grafana's initiatives.

In the United Kingdom, the OTE compensation range for the Strategic Channel Manager, GSI role at Grafana is between GBP 197,000 to GBP 215,000. Actual compensation may vary based on experience and skills, and the package includes equity, bonuses where applicable, and additional benefits as detailed on the careers page.

Highlight your previous roles, the nature of partnerships you managed, and how you drove revenue. Provide specific examples of strategies you used, challenges you faced, and how you overcame them to achieve business objectives.

Discuss your method for analyzing potential partners, understanding their business goals, and crafting a tailored plan that aligns with both their needs and Grafana's objectives. Emphasize the importance of communication and collaboration throughout the process.

Share your techniques for developing and delivering effective training programs that highlight key value propositions. Explain how you customize training to address specific needs and encourage engagement from partner sellers.

Prepare an example where you clearly state your role, the actions you took, and the quantifiable outcomes. Showcase how you navigated relationship challenges, built trust, and achieved mutual benefits.

Discuss the specific reporting mechanisms you've utilized in the past, such as CRM tools or performance dashboards, and explain how you analyze the data to adjust strategies and prove value to stakeholders.

Highlight your communication skills and methods for gathering input from both partners and internal teams. Discuss how you facilitate regular check-ins and collaborative planning sessions to ensure ongoing alignment.

Elaborate on your approach to negotiations, including research, preparation, and communication strategies. Use a specific example to demonstrate how you achieved a favorable outcome while maintaining strong relationships.

Discuss your strategies for engaging with executive-level partners, such as personalizing interactions, understanding their business challenges, and providing value through insights and solutions that align with their goals.

Explain your passion for creating mutually beneficial relationships that result in financial growth. Share a personal story or motivational factor that shapes your dedication to this aspect of your career.

Discuss your ability to remain agile and adaptable, providing examples of how you identified emerging trends and adapted your strategies proactively to ensure continued success amidst changes.