[Hiring] Senior Partner Development Manager @Grafana Labs

Role Description

We're looking for a Sr Partner Development Manager to own the success of our OEM and Technology partners, including our new plugin marketplace. This role combines program management, data-driven decision making, strategic thinking, and relationship management to scale our product partnerships portfolio. This role reports to the Senior Director, Corporate Business Development.

What You’ll Be Doing:

• Manage the full lifecycle of our partner’s journey from onboarding to activation and renewal and collaborating with the Business Development Manager on any upsell opportunities as identified.
• Drive partners' operational success and revenue goals through one-to-many communication and by leveraging automation and AI to extend your reach.
• Work cross functionally with other Grafana teams to ensure that the negotiated partnership contracts and both parties’ obligations are met.
• Create and define the processes to ensure operational success of agreements with royalty or revenue share components.
• Monitor the deployment health and customer satisfaction with Partner engagements and programs to assess progress, identify risks, and blockers.
• Work with the Corporate Development team to build dependable, automation-driven systems that accurately surface program progress and partner success metrics.
• Work with the Sales and Channel team to navigate OEM partner relationships and enable customers to build their desired user experience through our scaled external access program.
• Understand upcoming OEM and Plugin Partner initiatives and communicate them with partners and internal Grafana teams.
• Enhance documentation, create internal/external enablement materials, and use data to report on your workstreams.
• Create, implement, and run programs to scale our partner ecosystem.

Qualifications

• 5+ years of experience managing a portfolio of customers/partners, developing and driving strategies to maximize retention.
• Must be comfortable operating at scale and supporting partners through a 1:many engagement style.
• Experience building agentic systems focused on automating processes and scale.
• Experience helping partners and customers navigate marketplaces and associated transactions.
• You enjoy working cross functionally and building/optimizing operational processes.
• Analytical by nature with a knack for solving real-world business challenges and the capability of identifying areas of opportunity and creativity to provide relevant solutions.
• Detail oriented with exceptional organizational skills and ability to multitask to manage multiple processes, programs, procedures.
• High integrity, ownership, curiosity, and a continuous improvement mindset with the ability to thrive independently in a high-velocity, highly dynamic work environment with tight deadlines.

Requirements

• Compensation & Rewards: In the United States, the OTE compensation range for this role is $178,000 - $214,000.
• Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process.
• All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success.
• 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.

Benefits

• 100% Remote, Global Culture - As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose.
• Scaling Organization - Tackle meaningful work in a high-growth, ever-evolving environment.
• Transparent Communication - Expect open decision-making and regular company-wide updates.
• Innovation-Driven - Autonomy and support to ship great work and try new things.
• Open Source Roots - Built on community-driven values that shape how we work.
• Empowered Teams - High trust, low ego culture that values outcomes over optics.
• Career Growth Pathways - Defined opportunities to grow and develop your career.
• Approachable Leadership - Transparent execs who are involved, visible, and human.
• Passionate People - Join a team of smart, supportive folks who care deeply about what they do.
• In-Person onboarding - We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it.
• Balance is Key - We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect.