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Grafana Labs, the company behind Grafana Cloud (a fully managed observability platform trusted by 10,000+ organizations including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce), is seeking a Strategic Channel Manager to develop, execute, and evolve the partner go-to-market strategy in India.
As the first dedicated channel hire in India, you will build an emerging partner community and shape the role, strategy, and playbook within a rapidly growing, 100% remote company with team members across 40+ countries. This is a sales-focused channel role—not a programmatic distribution role—for someone comfortable owning partner-sourced revenue targets and building a fast-growing channel business.
Key Responsibilities:
- Develop executive-level relationships with focus partners in India
- Own partner opportunity identification and deal acceleration to drive revenue targets
- Lead 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
- Drive message alignment, operational coordination, and evangelism of the partner strategy across Grafana Labs
You will work closely with Sales, Solution Engineering, Marketing, Operations, and leadership to align sales and go-to-market efforts with product, technical, and sales development initiatives. Your primary focus is delivering immediate and future partner-sourced revenue growth, working with regional Systems Integrators and Value-Added Resellers.
Grafana Labs is backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. The company operates on principles of transparency, autonomy, and trust in an innovation-driven environment with open-source roots.
Requirements:
- 7+ years of experience in channel sales or sales (selling with partners)
- Experience selling SaaS (open source technology is a plus)
- Familiarity with BEPIC and MEDDPICC selling methodologies
- Demonstrated history of consistent goal achievement at high-growth startups
- Consultative sales approach with focus on keeping customer, partner, and community satisfaction exceptionally high
- Proven experience developing a high-performing channel strategy for SaaS vendors new to the India market
Bonus Points:
- Running low-touch deal cycles with partners independently of the direct sales team
- Demonstrated ability to increase partner-sourced revenue (NACV) contribution to India's overall revenue
