Senior Channel Strategy – Operations Manager

Grafana Labs

Senior Channel Strategy & Operations Manager at Grafana Labs leading channel growth strategies. Collaborating with cross-functional teams to build systems for business performance and partner effectiveness.

Posted 5/20/2026full-timeRemote • 🇺🇸 United StatesSenior💰 $178,503 - $215,000 per yearWebsite

Tech Stack

Tools & technologies

AWSAzureCloud

About the role

Key responsibilities & impact

Defining partner route to market categories and associated requirements and benefits
Driving our development funds program and other financial incentives such as discounts and opportunity registration programs
Creating programs that support channel go-to-market efforts including accreditations, specializations, competencies, and segmentation
Architect pipeline acceleration programs, such as deal registration, rebates, and other performance-based rewards
Lead annual strategy, business plan development, and quota/territory planning with each of our Partner leaders.
Structure and lead key strategic initiatives, establish and track KPIs, and develop best practices.
Provide innovative recommendations for partner business planning, reporting, scorecards, and forecasting processes.
Gather and synthesize relevant data, lead analyses and develop final recommendations around strategic and operational partner initiatives.
Manage weekly cadence of partner sales forecasting, lead generation, reporting, and analytics.
Develop formal reporting packages for partner and partner sales effectiveness and productivity. Conduct metrics reviews with partner leaders and supporting teams.

Requirements

What you’ll need

5+ years of experience leading the design and effectiveness of the end-to-end partner programs (strategies, frameworks, processes, planning, procedures, and policies)
Deep understanding of SaaS licensing models
Foundational knowledge of various partner selling motions (i.e. ISV, MSP, OEM, Resell, Disti, etc).
Experience with Cloud Marketplaces (AWS, Azure, Google)
Demonstrated track record of strategic thinking and analysis--seeing over the horizon to identify opportunities, envision models, and strategic paths to capture opportunities, as well as spot emerging risks
Experience in a sales or GTM organization, and familiarity with common sales methodologies (MEDDPICC or MEDDIC)
Excellent communication skills with executive audiences - explain “what it is”, “why it matters,” and “what should we do” in terms of your data and analysis
High comfort with ambiguity. You identify the right priorities and put in the hard work without need for external motivation
You think critically and creatively, continually reorienting to obstacles to define a better way to achieve our goals.

Benefits

Comp & perks

100% Remote, Global Culture - As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose.
Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment.
Transparent Communication – Expect open decision-making and regular company-wide updates.
Innovation-Driven – Autonomy and support to ship great work and try new things.
Open Source Roots – Built on community-driven values that shape how we work.
Empowered Teams – High trust, low ego culture that values outcomes over optics.
Career Growth Pathways – Defined opportunities to grow and develop your career.
Approachable Leadership – Transparent execs who are involved, visible, and human.
Passionate People – Join a team of smart, supportive folks who care deeply about what they do.
In-Person onboarding - We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it.
Balance is Key - We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. *We will comply with local legislation where applicable.

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Hard Skills & Tools

partner programsSaaS licensing modelspartner selling motionssales methodologiesstrategic thinkingdata analysissales forecastingreportingKPI trackingpipeline acceleration

Soft Skills

strategic thinkingcommunication skillscritical thinkingcreativityleadershiporganizational skillsproblem-solvingadaptabilityinitiativecollaboration