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.