Strategic Cloud Partner Manager

• 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
• 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 AMER 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

Benefits

• Vacation: Balance is key. Our team enjoys 30 days of paid vacation each year on top of national holidays, parental leave, and sick leave. We also take a breather on a number of Grafana Shutdown Days each year
• Healthcare: We’re proud to provide health coverage or stipends for our colleagues in the US, UK, Canada, the Netherlands, Sweden, Singapore, and India
• Retirement planning: There’s no time like the present to start saving for your future. We make employer contributions into the pension pots of our team members in the US, UK, Canada, the Netherlands, Sweden, and Germany
• Professional development: On top of a $1,500 annual learning and development stipend, Grafanistas have thousands of on-demand courses at their fingertips to help them grow professionally. Want to attend a conference or training? Go ahead. Just pass on what you learned
• Work location: Vast majority of our roles are fully remote, focused on hiring the best talent and allowing you to perform from the comfort of your home. If you fancy a change of scene, we’ll also reimburse you up to $175 a month for a personal co-working space
• Choice of tech: There’s no one-size-fits-all when it comes to the tech required to do your job. Choose the laptop and accessories you need when you join us, and we’ll refresh them every three years
• Mindfulness: When you join the team, you can sign up for a complimentary subscription to Headspace to take advantage of the benefits of mindfulness and meditation. Our wellbeing resource group also organize sessions run by fellow Grafanistas or external trainers
• Global Employee Assistance Program: We offer all team members a 100% confidential support service with 24/7 365 access to professionally qualified counsellors and specialists
• Paid parental leave: Grafana offers paid parental leave to all eligible new parents. This offers Grafanistas time to bond with and care for their children in the first year after birth or adoption- 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
• Excellent relationship-building skills with the ability to influence senior stakeholders internally and externally
• 6–10+ years’ experience in AMER partner, alliances, or cloud sales roles within enterprise software, SaaS, or cloud technology companies
• Confident managing pipeline, forecasting, and reporting
• Strong capability in delivering training and enablement across diverse AMER audiences
• 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
• Comfortable working across distributed teams and multiple time zones
• Understanding of AMER SI, consulting, and cloud-native partner ecosystems
• Background in high-growth SaaS or cloud-platform environments
• Experience with cloud marketplaces, incentives, co-marketing funds, and programmatic partnership operations