Strategic Channel Manager | India | Remote | Expressions Of Interest

Overview

Grafana Labs is looking for a Channel Manager to develop, execute and evolve its partner go-to-market strategy in India. The role focuses on partner-sourced revenue growth with regional Systems Integrators and Value-Added Resellers and is a sales-focused channel role.

What you'll do

• Develop executive-level relationships with focus partners in India.
• Own partner opportunity identification and deal acceleration to drive revenue targets.
• Lead the identification, activation and development of regional partners.
• Develop partner capabilities, co-sell motions and brand awareness initiatives.
• Establish strong executive relationships to create partnership business plans.
• Work with leadership to manage pipeline and revenue commitments.
• Work across Grafana Labs on message alignment, operational coordination and evangelism of the partner strategy and program.

What you'll need

• 7+ years of experience in channel sales or sales (selling with partners).
• Experience selling SaaS.
• Familiarity with BEPIC and MEDDPICC selling methodologies.
• A demonstrated history of consistent goal achievement at high-growth startups.
• A consultative sales approach, with the goal of keeping customer, partner and community satisfaction exceptionally high.
• Proven experience developing a high-performing channel strategy for SaaS vendors new to the India market.

Nice to have

• Open source technology is a plus.
• Running low-touch deal cycles with partners independently of the direct sales team.
• A demonstrated ability to increase partner-sourced revenue (NACV) contribution to India's overall revenue.

Details

• Location: India.
• Remote role.
• The role is the first dedicated channel hire in India.