Senior Channel Strategy & Operations Manager | United States | Remote

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 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

What Makes You a Great Fit

• 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; identify the right priorities and put in the hard work without need for external motivation
• Think critically and creatively, continually reorienting to obstacles to define a better way to achieve our goals

Bonus Points For

• Previous experience in open source
• Experience with AWS partner network processes, including AWS Marketplace transactions
• Experience with partner portal technologies (SFDC Partner Community, Impartner, Crossbeam etc.)
• Experience with Grafana, Tableau or other analysis/BI tools
• Familiarity with Salesforce CPQ, Zuora, or other CPQ / Q2C / subscription management tools

Compensation & Benefits

• In the US, the OTE range for this role is $178,503 - $215,000. Actual compensation may vary based on level, experience, and skillset
• All roles include Restricted Stock Units (RSUs)
• 100% Remote, Global Culture
• Global annual leave policy of 30 days per annum (with 3 reserved for Grafana Shutdown Days)