Senior Partner Development Program Manager | United States| Remote

About this role

Grafana Labs, the company behind the open observability cloud, is founded on the principles of open source, open standards, open ecosystems, and open culture. Grafana Cloud, our fully managed observability platform, is flexible and built for scale. With Grafana Cloud's actually useful AI, organizations can see, understand, and act on all their disparate data to move at the speed of their ambitions. Today, more than 35 million users and 7,000+ customers – including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce – trust Grafana Labs to ensure reliability of their applications and systems, resolve incidents quickly, and optimize their telemetry to reduce noise and cost. We are a 100% remote company with 1,600+ team members across 40+ countries, and we’re 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.

We're looking for a Sr Partner Development Program Manager to own the success of our OEM and Technology partners, including our new plugin marketplace. This role combines program management, data-driven decision making, strategic thinking, and relationship management to scale our product partnerships portfolio.

This role reports to the Senior Director, Corporate Business Development.

What You’ll Be Doing:

• Manage the full lifecycle of our partner’s journey from onboarding to activation and renewal and collaborating with the Business Development Manager on any upsell opportunities as identified.

• Drive partners' operational success and revenue goals through one-to-many communication and by leveraging automation and AI to extend your reach

• Work cross functionally with other Grafana teams to ensure that the negotiated partnership contracts and both parties’ obligations are met.

• Create and define the processes to ensure operational success of agreements with royalty or revenue share components.

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

• Work with the Corporate Development team to build dependable, automation-driven systems that accurately surface program progress and partner success metrics.

• Work with the Sales and Channel team to navigate OEM partner relationships and enable customers to build their desired user experience through our scaled external access program.

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

• Enhance documentation, create internal/external enablement materials, and use data to report on your workstreams

• Create, implement, and run programs to scale our partner ecosystem

What Makes You a Great Fit:

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

• Must be comfortable operating at scale and supporting partners through a 1:many engagement style.

• Experience building agentic systems focused on automating processes and scale

• Experience helping partners and customers navigate marketplaces and associated transactions

• 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

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

• High integrity, ownership, curiosity, and a continuous improvement mindset with the ability to thrive independently in a high-velocity, highly dynamic work environment with tight deadlines.

Compensation & Rewards:

In the United States, the base compensation range for this role is $160,000 - $195,000. 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…