Strategic Cloud Partner Manager | Remote | US
Grafana Labs
Job Description
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.
The Opportunity
- Lead cloud partnership growth across AMER with AWS, Google Cloud, and Microsoft Azure.
- Work closely with the Head of the AMER Partner organization to align cloud initiatives with regional strategy.
- Build a scalable, repeatable cloud go-to-market motion across AMER in collaboration with CSP field teams, solution engineers, and SI partners.
- Drive joint business acceleration by deepening engagement with the region’s major cloud ecosystems.
What You’ll Be Doing
- Developing and executing the AMER cloud partner strategy aligned to global cloud priorities.
- Building strong field relationships with AWS, GCP, and Azure to support co-selling, account alignment, and joint pursuit activity.
- Creating partner-sourced pipeline by educating cloud teams and activating CSP channels as a business-generation engine.
- Delivering enablement programs, workshops, and technical training for CSP sales and technical teams across APJ.
- Orchestrating joint go-to-market initiatives with cloud providers and SI partners, including events, campaigns, workshops, and customer-success projects.
- Managing operational elements of cloud partnerships such as Marketplace transactions, cloud credits, co-marketing funds, and program compliance.
- Integrating cloud-partnership activities with APJ sales, partner, marketing, and product teams.
- Tracking and reporting partner activity, co-sell pipeline, and performance metrics.
- Monitoring regional cloud-market trends to inform ongoing strategy.
What Makes You a Great Fit
- 6–10+ years’ experience in AMER partner, alliances, or cloud sales roles within enterprise software, SaaS, or cloud technology companies.
- Hands-on experience running joint go-to-market and co-sell motions with AWS, GCP, or Azure.
- Proven ability to generate new opportunities through structured cloud-field engagement.
- Strong capability in delivering training and enablement across diverse AMER audiences.
- Excellent relationship-building skills with the ability to influence senior stakeholders internally and externally.
- Confident managing pipeline, forecasting, and reporting.
- Comfortable working across distributed teams and multiple time zones.
Bonus Points For
- Experience with cloud marketplaces, incentives, co-marketing funds, and programmatic partnership operations.
- Understanding of AMER SI, consulting, and cloud-native partner ecosystems.
- Background in high-growth SaaS or cloud-platform environments.
Compensation & Rewards:
In the United States, the OTE compensation range for this role is $258,000 - $280,000. 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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