Senior Partner Development Program Manager | United States| Remote

About the role

This position is focused on nurturing and expanding the success of Grafana Labs' OEM and Technology partners, including those involved with the new plugin marketplace. The role requires a blend of strategic program management, data-informed decision making, and relationship building to foster long-term partnerships. The Senior Partner Development Program Manager will work closely with internal teams and external partners to develop scalable processes, support partner growth, and ensure mutual success. The role involves managing partner relationships from onboarding through ongoing engagement, renewal, and expansion, with a focus on operational excellence and strategic alignment. The ideal candidate will be proactive, data-driven, and capable of managing multiple initiatives simultaneously in a fast-paced environment.

Key facts

What you'll do

• Guide partners through their entire lifecycle, from initial onboarding and setup to ongoing engagement, performance tracking, and renewal processes, ensuring they receive the support needed to succeed.
• Support partners in achieving their operational and revenue objectives by developing and implementing scalable communication and support strategies.
• Collaborate with internal teams such as sales, product, legal, and support to ensure contractual agreements with partners are fulfilled and aligned with company goals.
• Establish, refine, and manage processes for agreements involving royalties, revenue sharing, or other financial arrangements to ensure clarity, compliance, and efficiency.
• Track and analyze partner program performance metrics, including user satisfaction, engagement levels, and revenue contributions, to identify opportunities for growth and address potential risks or obstacles.
• Develop and implement automated systems and dashboards to report on program progress, partner achievements, and key performance indicators with accuracy and timeliness.
• Assist OEM partners in navigating their relationships and building customer experiences aligned with Grafana Labs' standards and offerings.
• Communicate upcoming OEM and Plugin Partner initiatives to partners and internal teams, ensuring alignment and awareness of new features, programs, or strategic shifts.
• Improve documentation, create enablement materials, and develop training resources to support partner success and internal knowledge sharing.
• Report on workstream progress using data, providing insights and recommendations to leadership for strategic decision-making.
• Design, implement, and manage programs aimed at growing and diversifying the partner ecosystem, including onboarding new partners and expanding existing relationships.
• Support the development of partner enablement strategies, including training, marketing, and technical support, to maximize partner contributions.
• Foster a collaborative environment across departments to streamline processes, improve operational workflows, and enhance overall partner experience.
• Act as a primary point of contact for strategic partners, maintaining strong relationships and ensuring their needs are met effectively.

Requirements

• A minimum of 5 years managing a portfolio of customers or partners, with a proven track record of developing and executing strategies for retention, growth, and operational success.
• Experience working at scale, supporting multiple partners simultaneously, and managing complex relationships in a structured manner.
• Demonstrated ability to build and implement automated systems for process optimization, reporting, and scaling partner programs.
• Familiarity with navigating marketplaces and related transactions, including helping partners and customers understand and operate within these environments.
• Strong cross-departmental collaboration skills, with the ability to work effectively with sales, product, legal, and support teams to align goals and processes.
• An analytical mindset with the ability to interpret data, solve business problems, and identify opportunities for creative solutions.
• Exceptional attention to detail, organizational skills, and the ability to manage multiple projects and priorities concurrently.
• High levels of integrity, ownership, curiosity, and a drive for continuous improvement.
• Ability to work independently in a fast-paced, dynamic environment with strict deadlines and changing priorities.
• Excellent communication skills, both written and verbal, to effectively engage with partners and internal stakeholders.

Nice to have

• Experience working within the open-source or SaaS industry.
• Prior experience managing partner programs involving revenue sharing or royalty agreements.
• Familiarity with Grafana Labs' products and ecosystem.
• Knowledge of marketplace platforms and partner enablement strategies.
• Experience working with international partners and understanding global partner ecosystems.

Skills & tools

• Program Management
• Data Analysis
• Relationship Management
• Process Improvement
• Automation

Practical notes

• Base compensation range in the United States: $160,000 - $195,000.
• All roles include Restricted Stock Units (RSUs).
• The annual leave policy offers 30 days per year, including 3 Grafana Shutdown Days.
• Grafana Labs is committed to equal opportunity employment.
• Applications may be reviewed with the assistance of AI tools.