The Manager, Channel Sales for APAC is responsible for managing the regional Channel team recruiting, developing, and managing strategic Channel and SI partnerships to accelerate the growth of Grafana Labs. This role will be responsible for running a plan, building out the territory, developing the partners within the region, building and driving field collaboration, working complex enterprise sales cycles, while focused on the Grafana software and services offerings. The ideal candidate will have experience generating net new enterprise business through channel and SI partners and growing the partner ecosystem, as well as working with Cloud partners on go-to-market execution.
Key Responsibilities:
Managing the APAC Channel team to activate focus partners and generate partner sourced pipeline and revenue by developing go-to-market strategies with Channel and SI partners in the region.
- Develop joint business plans with strategic Channel & SI partners and deliver against joint targets.
- Establish thought leadership with focus partners to influence their GTM and sales strategy to be in alignment with the Grafana offerings.
- Work closely with regional partners and sales teams to identify mutual prospects, resulting in new business meetings and partner sourced pipeline.
- Establish enablement plans to help focus partners develop technical pre-sales and post-sales capabilities which drive customer success.
- Develop and execute a comprehensive regional partner plan.
- Recruit, onboard and enable new partners into the Grafana Labs ecosystem.
- Work closely with Grafana field teams to drive partner collaboration and alignment.
- Participate and support the APAC business reviews with Sales Teams
- Help to build and promote the APAC partner communities.
About You
- Passionate about developing and working with the partner ecosystem.
- Established Channel relationships in the APAC region. Proven revenue track record of quota achievement with reseller and SI partnerships.
- Proven track record in building and managing successful teams.
- Demonstrate the ability to successfully establish partner strategies which generate partner-led customer engagements.
- Established relationships with Channel and SI partners.
- Exceptional organizational skills and demonstrated ability of outlining and establishing partner strategies.
- Prior experience in MEDDIC based sales methodology.
- Prior experience working in a start-up environment.
- History of accurate forecasting and business reporting.
- Experience working with Salesforce and other sales oriented tracking tools.
- Demonstrate leadership that promotes and embodies the Grafana Values.
Grafana Labs Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Grafana Labs and has not been reviewed or approved by Grafana Labs.
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Healthcare Strength — Healthcare coverage is described as comprehensive, including medical, dental, and vision options with low deductibles in the US and local equivalents in other countries. Mental health support is also included, alongside wellness support that can be applied to therapy or ergonomic needs.
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Leave & Time Off Breadth — Time off is positioned as notably generous, including 30 days of paid vacation plus holidays and additional shutdown days. Parental leave and sick leave are also part of the time-off package, supporting broader work-life needs.
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Equity Value & Accessibility — Equity is presented as a standard component of compensation, with RSUs included across roles to provide ownership in company outcomes. The package framing emphasizes total compensation that combines base pay with equity and, in some cases, bonuses.
Grafana Labs Insights
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What We Do
Grafana Labs provides an open and composable monitoring and observability stack built around Grafana, the leading open source technology for dashboards and visualization. There are more than 5,000 Grafana Labs customers, including Bloomberg, Citigroup, Dell Technologies, Salesforce, and TomTom, and more than 20 million users of Grafana around the world. Grafana Labs helps companies manage their observability strategies with the LGTM Stack, which can be run fully managed with Grafana Cloud or self-managed with the Grafana Enterprise offerings, both featuring scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo) as well as extensive enterprise data source plugins, dashboard management, alerting, reporting, and security.
Why Work With Us
Clear communication is vital in a remote-first company. We hold weekly team updates, monthly all-hands calls, co-located offsites, and annual events. We've enhanced hiring, onboarding, and training with a learning management tool and quarterly bootcamps. We offer 30 vacation days plus local holidays, with equal benefits for all employees globally.
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