Strategic Cloud Partner Manager | Remote | US

Grafana Labs
United States
Workplace: RemoteFull timeUSD 258,000 - 280,000 annuallyFunction: Business Development & PartnershipsExperience: 6-10 yearsSkills: ["Relationship-building","Stakeholder management","Influencing","Forecasting","Training enablement"]

Lead cloud partner growth across AMER by aligning AWS, Google Cloud, and Microsoft Azure initiatives with regional strategy. Build and execute scalable, repeatable cloud go-to-market motions with CSP field teams, solution engineers, and SI partners. Drive co-sell pipeline acceleration, create partner-sourced demand, deliver partner enablement and training, and manage partnership operations like marketplace transactions, cloud credits, and co-marketing funds. Track performance and monitor cloud-market trends to refine strategy.

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Grafana Labs
Grafana Labs
16 hours ago

Strategic Cloud Partner Manager | Remote | US

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Last checked: 3 hours agoStatus: Live

Job Summary

Lead cloud partner growth across AMER by aligning AWS, Google Cloud, and Microsoft Azure initiatives with regional strategy. Build and execute scalable, repeatable cloud go-to-market motions with CSP field teams, solution engineers, and SI partners. Drive co-sell pipeline acceleration, create partner-sourced demand, deliver partner enablement and training, and manage partnership operations like marketplace transactions, cloud credits, and co-marketing funds. Track performance and monitor cloud-market trends to refine strategy.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Manager level

Key Responsibilities

  • •Develop and execute the AMER cloud partner strategy aligned to global cloud priorities.
  • •Build strong field relationships with AWS, GCP, and Azure to support co-selling, account alignment, and joint pursuit.
  • •Create partner-sourced pipeline by educating cloud teams and activating CSP channels as a business-generation engine.
  • •Deliver enablement programs, workshops, and technical training for CSP sales and technical teams across APJ.
  • •Manage partnership operations (e.g., marketplace transactions, cloud credits, co-marketing funds, program compliance) and track/report partner activity and performance metrics.

Pay and Benefits

Salary: USD 258,000 - 280,000 annually
Equity and Bonus:Equity
Perks:RsusPaid Leave

Key Requirements

  • •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 delivering training and enablement for CSP sales and technical teams across diverse AMER audiences.
  • •Excellent relationship-building skills to influence senior stakeholders internally and externally, with strong pipeline forecasting and reporting ability.
Experience:6-10 yearsEnterprise softwareSaaSCloud technology
Skills:Relationship-buildingStakeholder managementInfluencingForecastingTraining enablement
Languages:English
Tech Stack:AWSGoogle CloudMicrosoft Azure

Company Brief

Grafana Labs
Develops open-source and commercial observability tools, including Grafana for metrics visualization, Loki for log aggregation, and Tempo for tracing, enabling organizations to monitor, analyze, and visualize system performance and telemetry data.
Industry: Developer Tools
Company Size: Enterprise (1,001+ employees)
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Series D
Headquarters: New York, United States
Founded: 2014
WebsiteLinkedIn