Strategic Channel Manager | India | Remote | Expressions Of Interest

Grafana Labs is looking for a Channel Manager to develop, execute and evolve our partner go-to-market strategy in India. You will work closely with Sales, Solution Engineering, Marketing, Operations and the leadership team to align sales and go-to-market efforts with our product, technical and sales development efforts. Your key task is to deliver immediate and future partner-sourced revenue growth, working primarily with Grafana's regional Systems Integrators and Value-Added Resellers. As our first dedicated channel hire in India, you will build an emerging partner community and shape the role, the strategy and the playbook inside a rapidly growing company where partners are a core part of go-to-market. This is NOT a programmatic channel and distribution role. This IS a sales-focused channel role.

Responsibilities

Develop executive-level relationships with focus partners in India; Own partner opportunity identification and deal acceleration to drive revenue targets; Lead the identification, activation and development of 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 on message alignment, operational coordination and evangelism of the partner strategy and program

Requirements

7+ years of experience in channel sales or sales (selling with partners); Experience selling SaaS; Familiarity with BEPIC and MEDDPICC selling methodologies; A demonstrated history of consistent goal achievement at high-growth startups; A consultative sales approach, with the goal of keeping customer, partner and community satisfaction exceptionally high; Proven experience developing a high-performing channel strategy for SaaS vendors new to the India market

Nice to have

Running low-touch deal cycles with partners independently of the direct sales team; A demonstrated ability to increase partner-sourced revenue (NACV) contribution to India's overall revenue; Open source technology experience

Benefits

Restricted Stock Units (RSUs); OTE (On-Target Earnings) compensation; 100% remote work; In-person onboarding; Career growth pathways; Global annual leave policy of 30 days per annum, including 3 days reserved for Grafana Shutdown Days