Strategic Channel Manager

Details

Grafana Labs is a remote-first, open-source powerhouse used by millions globally to monitor metrics, logs, and traces. We’re scaling quickly and seeking a Strategic Channel Sales Manager to develop and execute partner go-to-market strategy across Japan, based in Tokyo. The role focuses on partner-sourced revenue growth through Regional Systems Integrators, Value-Added Resellers, and Cloud Service Provider partners. This is a sales-focused channel role that requires building partner relationships and owning partner-sourced revenue targets.

Responsibilities

• Develop executive-level relationships with focus partners across Japan
• Own partner opportunity identification and deal acceleration activities to drive revenue targets
• Lead identification, activation, and development efforts for regional partners
• Develop partner capabilities, co-sell motions, and brand awareness initiatives
• Establish strong executive relationships to create partnership business plans
• Work with leadership to manage pipeline and revenue commitments
• Coordinate across Sales, Solution Engineering, Marketing, Operations, and leadership to align GTM and partner strategy

Requirements

• Located in Tokyo, Japan
• 7+ years of experience in channel sales or sales (selling with partners)
• Experience selling SaaS (open source technology is a plus)
• Familiarity with BEPIC and MEDDPICC selling methodologies
• Demonstrated history of consistent goal achievement at high-growth startups
• Consultative sales approach with strong customer, partner, and community satisfaction focus
• Proven experience developing a high-performing channel strategy for SaaS vendors entering the Japanese market

Bonus Points

• Ability to run low-touch deal cycles with partners independently of the direct sales team
• Demonstrated ability to increase partner-sourced revenue (NACV) contribution to regional revenue

Compensation & Rewards

• OTE (On-Target Earnings) range in Japan: JPY 21,000,000 - 28,400,000 (actual compensation may vary based on level, experience, and skillset)
• Roles include Restricted Stock Units (RSUs)
• Country-specific compensation ranges; recruiters will discuss market-specific pay range if applying from a different location

Why You’ll Thrive at Grafana Labs

• 100% remote, global culture with autonomy and collaboration
• High-growth, innovation-driven environment with transparent communication
• Open-source roots and community-driven values
• In-person onboarding to help you ramp quickly
• Generous global annual leave policy (30 days per annum) and company shutdown days

Equal Opportunity

Grafana Labs is an equal opportunity employer and will recruit, train, compensate, and promote regardless of race, religion, color, national origin, gender, disability, age, veteran status, and other characteristics.

Grafana Labs may utilize AI tools in the recruitment process to assist in matching CVs to job postings.