Senior Channel Strategy & Operations Manager | United States | Remote
About the role
The Opportunity
Grafana’s GTM organization is looking for a Senior Channel Strategy & Operations Manager. Reporting to our Senior Director of Strategy & Planning, you will work with a cross-functional team of stakeholders to define growth strategies, provide insights to business performance, and build systems & processes to accelerate Grafana’s channel business. This is a foundational role that will partner directly with our VP of Global Partnerships and GTM leadership. To be successful, you will be able to operate in an entrepreneurial, fast paced environment as you help build the structures for our future growth. You are an entrepreneurial and industrious leader who thrives collaborating with teammates that challenge you to grow every day. Your background in Sales/GTM gives you the confidence to hit the ground running to quickly add value and rigor to Grafana’s field teams. You carefully balance the ability to put a hard technical problem under a microscope, without losing sight of the bigger picture required to effectively communicate with stakeholders. You prioritize those things that are important and urgent (instead of just doing more).
What You’ll Be Doing
- 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