# Senior Channel Strategy & Operations Manager | United States | Remote

**Company:** [Grafana Labs](https://hotfix.jobs/companies/grafana-labs)
**Location:** Remote
**Role:** Revenue Operations
**Salary:** $179k – $215k/yr
**Experience:** 5+ years
**Skills:** Partner Program Design, Saas Licensing Models, Channel Gtm Strategy, Sales Methodologies (Meddpicc/Meddic), Pipeline Forecasting, Kpi Tracking & Reporting, Salesforce Cpq / Zuora, Data Analysis & Bi Tools
**Posted:** 2026-05-19

> Lead the design and effectiveness of Grafana’s global channel partner programs, strategy, incentives, forecasting, and GTM operations. Requires 5+ years building partner frameworks, SaaS licensing expertise, and strong analytical and executive communication skills.

## Job Description

## 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)

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