Grafana Labs is looking for a Channel Manager who will be responsible for developing, executing, and evolving all aspects of our partner sales strategy in the DACH region. You will champion the evolution and growth of our EMEA partner program and work closely with the Sales, Operations, and Leadership team to align sales and go-to-market efforts with our product, technical, and sales development efforts. You will be tasked with developing and delivering immediate and future revenue growth through our partner channel. This role requires the experience to build and manage an emerging partner community in DACH and you will be well placed to act as a trailblazer to shape the role, develop and evolve the strategy to make your mark. Must be located in Germany.

Responsibilities

• Proactively identify high-potential partners, onboard and develop relationships with them, and work with them to build practices and businesses around Grafana
• Work with partners including at executive level to develop and execute joint business plans to drive specific revenue targets, working closely with the Grafana regional sales teams
• Work closely with partners and Grafana sales teams to facilitate joint sales campaigns
• Develop and execute a strategy to build awareness of the Grafana brand and recruitment of new partners
• Build a partner pipeline and manage the partners to pipeline commitments
• Develop a means of profiling each partner’s focus and core competencies to drive an understanding of the partners business model in developing Grafana in their respective territory or industry
• Work with the leadership team to develop quarterly sales targets for the DACH partner channel
• Work across Grafana Labs to provide input on message alignment, operational coordination, and evangelism of the partner strategy and program

Requirements

• 5+ years of experience in channel sales
• Experience selling in open source technology is a plus
• 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 carving out the Channels strategy in EMEA
• Must be located in Germany