As the Strategic Cloud Manager - EMEA, you will play an important role in deepening Grafana Labs relationships with our cloud partners (AWS, Azure, and GCP) and translating those relationships into an effective joint go-to-market. You will be tasked with developing and delivering immediate and future co-sell revenue growth through Cloud Marketplaces. Reporting to the Director of Cloud Partners and indirectly to the Director of EMEA Channels, you will have the unique opportunity to define and lead cloud go-to-market.
Lead Cloud Alliances for Grafana Labs in EMEA
Evangelize, enable, and develop go-to-market strategies with Cloud Partners that lead to accelerated and net-new Cloud revenue
In congruence with the regional channel managers, drive field sales co-sell execution to enable incremental value for Grafana sellers
Enable cloud partner sellers and technical roles on why Grafana Labs is a great partner solution to deliver on mutual customer outcomes
Manage unique and challenging relationship dynamics that include both competitive and collaborative scenarios
Develop joint sales strategies that enable collaboration between Grafana Labs and partner sales teams
Use Grafana Labs systems to measure the efficacy of field programs and associated sales impact, deal registration, joint pipeline, referenceable wins, etc
Build relationships with Grafana Labs sales teams and regional sales leadership, serving as the primary point of contact for co-sell with cloud partners.
Collaborate with marketing to design and implement marketing programs to achieve revenue goals
Own internal and external communications plans that highlight joint win stories to build additional partnership belief
Travel to and attend industry conferences to maximize event investment
ON DAY ONE WE WILL EXPECT YOU TO HAVE:
Minimum of 8-10 years of relevant sales, alliance and/or business development experience
2+ years of experience partnering with cloud platform vendors.
Prior background in software and SaaS
Proven success in managing alliance partnerships and the ability to identify and capitalize on areas of mutual business interests.
Strong verbal and executive presentation skills
Strong skills in multitasking, communication, negotiation, organization, and teamwork
Proven self-starter with a high degree of initiative and ability to learn quickly.
You are located in Germany
In Germany, the OTE compensation range for this role is €198,000 - €215,000. 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.
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