Senior Business Development Manager

Senior Business Development Manager/(PSM)

The Senior Partner Success Manager (PSM) is responsible for driving high levels of partner satisfaction and long-term retention among an assigned group of OEM and Commercial Plugin accounts. For the partners, the Partner Success Manager should understand their business, goals and challenges, and provide specific recommendations to meet their business needs. For Grafana Labs, the Partner Success Manager should work cross functionally with other Grafana teams to ensure that the negotiated contract and both parties’ obligations are met as well as creating and defining the internal processes to ensure operational success. The PSM manages the full lifecycle of our partner’s post-transaction journey from onboarding to renewal, including regular cadence check-ins, business reviews, and any upsell opportunities. 

Responsibilities:

• Help build a joint strategic plan and partner scorecard for new and existing partners, based upon a shared vision to drive growth of the ecosystem for certified resources and maximize adoption and value derived from Grafana solutions. 

• Collect partner feedback and share user insights internally to increase overall partner performance by providing feedback about deployment challenges, enablement needs, and product enhancements. Identify ways to maximize value for both parties to achieve mutual long term goals. 

• Build a strong relationship with cross-functional Grafana teams to ensure all teams have a deep understanding of the negotiated contract and obligations

• Monitor the deployment health and customer satisfaction with Partner engagements to assess progress, identify risks, and blockers. 

• Work with Corporate Development team to create business process and operations to ensure operational processes around all partner interactions and success metrics

• Understand upcoming OEM and Plugin Partner initiatives and communicate them with partners and internal Grafana teams.

• Work with the Corporate Development team to enhance documentation and create internal enablement materials

• Drive expansion revenue opportunities based on need and uncovered problems during partner interactions

Requirements:

• 5+ years of experience managing a portfolio of customers / partners, developing and driving strategies to maximize retention 

• 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

• Possess a high level of personal accountability with the ability to thrive independently in a high-velocity, highly dynamic work environment with tight deadlines

• Detail oriented with exceptional organizational skills and ability to multitask to manage multiple processes, programs, procedures.

• Excellent communication, interpersonal, and presentation skills with a collaborative and consultative work style to engage both internal and external stakeholders and experience in an advisory capacity

• Willingness to challenge the status quo with a supported point of view based on strategic principles, facts, and prioritization for the long-term business

In the USA, the Base compensation range for this role is USD 152,000 - USD 183,000.  Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable) and other benefits listed here.