Strategic Channel Manager

24 hours ago

Singapore Remote Grafana Labs Full time $329,000 - $363,000 per year

The Opportunity:

Grafana Labs is looking for a Strategic Channel Sales Manager, who will be responsible for developing, executing, and evolving all aspects of our partner go-to-market strategy in the Asia region (ASEAN, India, Greater China and Korea). You will work closely with the Sales, Solution Engineering, 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 partner sourced revenue growth through our partner channel, working primarily with Grafana's Regional Systems Integrators, Value-Added Reseller and Co-selling with Cloud Service Provider partners.

This role requires the experience to build 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.

This is NOT a programmatic Channel and Distribution role where operationalisation of programmatic elements of a Channel business is the priority. This IS a Sales focus Channel role for someone who thrives in a very fast paced environment, is comfortable owning a partner sourced revenue number and has what it takes to build upon a fast growing Channel business in the region.

What You'll Be Doing:

  • Develop executive level relationships with Focus Partners in the Asia region
  • 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

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 familiar with BEPIC and MEDDPICC selling methodologies
  • 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 for SaaS vendors new to the Asia market

Bonus Points For:

  • Running Low Touch deal cycles with Partners independently of Direct Sales team
  • Demonstrated ability to increase Partner Sourced revenue (NACV) contribution to the Asia region's overall revenue

In Singapore, the OTE compensation range for this role is $329,000 - $363,000 SGD. Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable), and other benefits listed on our careers page.

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