Senior Channel Strategy & Operations Manager
New
G
Grafana LabsSaaS / Observability
Location: United States (Remote)Full-TimeSenior
Salary178,503 - 215,000 USD per year OTE
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Job Details
- Experience
- 5+ years of experience leading the design and effectiveness of the end-to-end partner programs
- Required Skills
- Data AnalysisSalesforce
Requirements
- 5+ years of experience leading the design and effectiveness of the end-to-end partner programs
- Deep understanding of SaaS licensing models
- Foundational knowledge of various partner selling motions (ISV, MSP, OEM, Resell, Disti)
- Experience with Cloud Marketplaces (AWS, Azure, Google)
- Demonstrated track record of strategic thinking and analysis
- Experience in a sales or GTM organization
- Familiarity with common sales methodologies (MEDDPICC or MEDDIC)
- Excellent communication skills with executive audiences
Responsibilities
- 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.
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