Senior OEM Business Development Manager

The OEM Business Development Senior Manager will be an individual contributor who will identify, execute, and manage our OEM business and strategy to drive opportunities related to partners’ customer-facing, royalty-bearing solutions that embed Grafana Labs’ technology (Grafana, Mimir, Loki, Tempo, etc.). At Grafana Labs, the OEM business is an emerging but represents a promising opportunity to be significant and influential in the overall business.  Responsibilities: Identify new OEM business opportunities, manage the deal cycle, negotiate and execute new OEM licensing opportunities  Work closely with our direct sales teams to identify, qualify, and support OEM opportunities as appropriate  Collaborate cross-functionally on the OEM licensing strategy in terms of technical product improvements, enablement, and deal structures (i.e. licensing terms, pricing strategy, etc.).  Programmatize the OEM business where possible to build a strong and consistent OEM business (pipeline, executed deals, partner case studies, etc.)  Requirements: 5+ years of experience successfully selling cloud software (open source is a plus) into OEM partners and use cases Understands OEM / embedding licensing concepts and experienced with understanding various business models as well as variable deal structures (i.e. revenue share, royalty, etc.).  Opinionated critical thinker with demonstrated intellectual curiosity to understand the “why” in decision making Strong communication, interpersonal, and presentation skills with a collaborative and consultative working style to engage both internal and external stakeholders (developers, procurement / sourcing, and executives) Willingness to challenge the status quo with a principled, data driven approach as well as prioritization for the business’ long-term strategy  Ability to thrive independently in a highly fast paced and dynamic work environment with large deal volume and tight deadlines Experience using SFDC for managing deal lifecycle and ensuring predictable forecasting of opportunities Experience in a quota bearing role is a plus but not required In the United States, the base compensation range for this role is $150,000 - $185,000.  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.     About Grafana Labs: There are more than 950,000 active installations of Grafana 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 companies including Bloomberg, JPMorgan Chase, and eBay manage their observability strategies with full-stack offerings that can be run fully managed with Grafana Cloud, or self-managed with Grafana Enterprise Stack. The Grafana stack has grown to include four other open source projects, Grafana Loki (for logs), Grafana Tempo (for traces), Grafana Mimir (for metrics), and Grafana OnCall (for on-call management).   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 you're 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, colour, 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 organisation and we’re working hard to make sure that’s the foundation of our organisation as we grow.   For information about how your personal data is used once you’ve applied to a job, check out our privacy policy .