Senior Partner Development Manager | United States| Remote
Grafana Labs · Remote · United States · 2mo ago
Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. Built on open source and open standards and designed for interoperability across any stack, Grafana Cloud brings AI to observability and observability to AI, giving teams (and their agents) unified visibility so they can see, understand, and act on all their disparate data, wherever it lives, and move at the speed of their ambitions. Customers, including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce, rely on Grafana Labs. We are a 100% remote company with team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at grafana.com and follow us on LinkedIn and X.
We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.
You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity.
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
What Makes You a Great Fit:
- 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.
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. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.
*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.
Why You’ll Thrive at Grafana Labs:
- 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. *We will comply with local legislation where applicable.
Equal Opportunity Employer: Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organisation, and we work hard to ensure that is the foundation of our organisation as we grow.
Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings.
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