Strategic Channel Manager | India | Remote | Expressions Of Interest

About this job

The Strategic Channel Manager role involves developing, executing, and evolving the partner go-to-market strategy for Grafana Labs in India. Grafana Labs is the company behind Grafana Cloud, an observability platform built on open source that helps organizations manage telemetry and resolve incidents. On a normal day, the channel manager works closely with sales, solution engineering, marketing, operations, and leadership to align go-to-market efforts and drive partner-sourced revenue growth. Operating as the first dedicated channel hire in India, the person builds an emerging partner community, primarily collaborating with regional Systems Integrators and Value-Added Resellers. The work requires owning a partner-sourced revenue number, developing executive-level relationships, and managing pipeline commitments in a fast-paced environment.

Responsibilities

• 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.
• Collaborate across Grafana Labs on message alignment, operational coordination, and evangelism of the partner strategy.

Requirements

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

Good to have

• Running low-touch deal cycles with partners independently of the direct sales team.
• A demonstrated ability to increase partner-sourced revenue contribution to India's overall revenue.

Who should apply

This role suits experienced sales professionals with a background in channel sales and SaaS who thrive in high-growth startup environments. Candidates should have a strong track record of driving partner-sourced revenue, building executive relationships, and working collaboratively across teams. It is ideal for someone who can act as the first dedicated channel hire in India and shape the regional partner playbook.

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