Grafana Labs is looking for a driven Global Cloud Alliances Manager to lead and expand our go-to-market partnerships with AWS and Google Cloud. Grafana Labs has deep, multifaceted relationships with both AWS and Google Cloud, and this role will own the overall strategy for taking these partnerships to market. You will be responsible for nurturing and managing these alliances to create new growth opportunities, enhance joint go-to-market strategies, and amplify Grafana Labs’ presence within the cloud ecosystem.

This will be a critical role within Grafana Labs’ partner team, reporting into the Global Head of Channels and Partnerships, and will act as the key partnership point of contact between our cloud partners, and Grafana Labs’ technical, sales, marketing and corporate development functions.

Responsibilities

Responsible for the development of the overall go-to-market strategies with cloud partners
Be the key point of contact for cloud partner managers and executives, including for coordinating QBRs, EBCs, and all Cloud Events (reInvent, GoogleNext, ObsCon(s), Partner Summits)
Identify and manage cloud partner programs, and own the strategy for translating these programs into outcomes for Grafana Labs in the field
Develop and evangelise the “better-together” message for customers with cloud partners globally
Identify opportunities to develop & take to market cloud/Grafana integrations and joint solutions
Act as the cross-functional coordination point (i.e. working closely with Corporate Development, Global Partner Marketing, DealOps etc)
Understand new Marketplace features and coordinate internally to ensure company readiness
Maintain data related to our cloud partner business (sales, credits, etc) and regularly roll up reports to stakeholders - internal and external

What You’ll Bring

10+ years of experience building successful SaaS ISV partnership programs
Experience building go-to-market strategies with cloud partners in a co-build, co-sell and co-market motion.
Will have fluency with AWS and Google Cloud services and their marketplaces
Collaboration with the field in driving sell-to opportunities with Google Cloud
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
Demonstrated leadership that promotes and exemplifies the highest levels of teamwork, integrity, accountability, and support to the field and partner teams

In the United States, the OTE compensation range for this role is $250,000 - $272,000. Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable), and other benefits listed on our careers page.

*Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process.

About Grafana Labs: 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 3,000 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).

Benefits: For more information about the perks and benefits of working at Grafana, please check out our careers page.

Equal Opportunity Employer: At Grafana Labs we’re building a company where a diverse mix of talented people want to come, stay, and do their best work. We know that our company runs on the hard work and the dedication of our passionate and creative employees. If youre excited about this role but your experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways.

We will recruit, train, compensate and promote regardless of race, religion, color, national origin, gender, disability, age, veteran status, and all the other fascinating characteristics that make us different and unique. We believe that equality and diversity builds a strong organization and we’re working hard to make sure that’s the foundation of our organization as we grow.

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