Strategic Channel Manager | Singapore | Remote

Grafana Labs is a remote-first open-source powerhouse. There are more than 20M users of Grafana the open source visualization tool around the globe monitoring everything from beehives to climate change in the Alps. The instantly recognizable dashboards have been spotted everywhere from a NASA launch and Minecraft HQ to Wimbledon and the Tour de France. Grafana Labs also helps more than 3000 companies -- including Bloomberg JPMorgan Chase and eBay -- manage their observability strategies with the Grafana LGTM Stack which can be run fully managed with Grafana Cloud or self-managed with the Grafana Enterprise Stack both featuring scalable metrics (Grafana Mimir) logs (Grafana Loki) and traces (Grafana Tempo).

Were scaling fast and staying true to what makes us different: an open-source legacy a global collaborative culture and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency autonomy and trust fuel everything we do.

You may not meet every requirement and thats okay. If this role excites you wed love you to raise your hand for what could be a truly career-defining opportunity.

The Opportunity:

Grafana Labs is looking for a Strategic Channel Sales Manager who will be responsible for developing executing and evolving all aspects of our partner go-to-market strategy in the Asia region (ASEAN India Greater China and Korea). You will work closely with the Sales Solution Engineering Marketing Operations and leadership team to align sales and go-to-market efforts with our product technical and sales development efforts. Your key task will be to develop and deliver immediate and future partner sourced revenue growth through our partner channel working primarily with Grafanas Regional Systems Integrators Value-Added Reseller and Co-selling with Cloud Service Provider partners.

This role requires the experience to build an emerging partner community in the region and you will be well placed to act as a trailblazer to shape the role develop and evolve the strategy to make your mark within a rapidly growing company where partners are a core element of its GTM.

This is NOT a programmatic Channel and Distribution role where operationalisation of programmatic elements of a Channel business is the priority. This IS a Sales focus Channel role for someone who thrives in a very fast paced environment is comfortable owning a partner sourced revenue number and has what it takes to build upon a fast growing Channel business in the region.

What Youll Be Doing:

• Develop executive level relationships with Focus Partners in the Asia region
• Own partner opportunity identification and deal acceleration activities to drive revenue targets
• Lead the identification activation and development efforts for 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 to provide input on message alignment operational coordination and evangelism of the partner strategy and program

What Makes You a Great Fit:

• Located in Singapore
• 7 years of experience in channel sales or sales (selling with partners)
• Experience selling SaaS (open source technology is a plus) and familiar with BEPIC and MEDDPICC selling methodologies
• Demonstrated history of consistent goal achievement at high growth startups
• Experience in consultative sales approach with the primary goal of maintaining exceptionally high levels of customer partner and community satisfaction
• Proven experience developing a high performing Channels strategy for SaaS vendors new to the Asia market

Bonus Points For:

• Running Low Touch deal cycles with Partners independently of Direct Sales team
• Demonstrated ability to increase Partner Sourced revenue (NACV) contribution to the Asia regions overall revenue

Compensation & Rewards:

In Singapore the OTE (On-Target Earnings) compensation range for this role is SGD 328000 - SGD 356000. Actual compensation may vary based on level experience and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs) giving every team member ownership in Grafana Labs success. We believe in shared outcomesRSUs help us stay aligned and invested as we scale globally.