Strategic Cloud Partner Manager | Singapore | Remote at Grafana Labs

, , Singapore -

Full Time

Start Date

Immediate

Expiry Date

08 Mar, 26

Salary

375000.0

Posted On

08 Dec, 25

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Cloud Partnerships, Sales, Relationship Building, Training, Enablement, Market Strategy, Co-Selling, Opportunity Qualification, Collaboration, Reporting, Forecasting, Cloud Technologies, SaaS, Enterprise Software, Consulting, Workshops

Industry

Software Development

Description

Grafana Labs is a remote-first, open-source powerhouse. There are more than 20M users of Grafana, the open source visualization tool, around the globe, monitoring everything from beehives to climate change in the Alps. The instantly recognizable dashboards have been spotted everywhere from a NASA launch and Minecraft HQ to Wimbledon and the Tour de France. Grafana Labs also helps more than 3,000 companies -- including Bloomberg, JPMorgan Chase, and eBay -- manage their observability strategies with the Grafana LGTM Stack, which can be run fully managed with Grafana Cloud or self-managed with the Grafana Enterprise Stack, both featuring scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo). 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. About the Role We are looking for a Cloud Partner Manager for APJ to deepen our partnerships with leading cloud service providers (AWS, GCP and Microsoft Azure) and accelerate joint business across the region. This role reports to the Global Head of Cloud Partnerships and works in close alignment with the APJ Partner organisation to ensure that cloud initiatives support the broader regional partner strategy. You will collaborate closely with cloud provider account teams, solution engineers, and regional SI partners to create demand, pursue customer opportunities, and build a scalable, repeatable cloud go-to-market motion across APJ. Key Responsibilities - Develop and execute the APJ cloud partner strategy with AWS, Google Cloud, and Microsoft Azure, ensuring alignment with the regional APJ partner strategy and global cloud priorities. - Build strong relationships with cloud provider field teams to support co-selling, account alignment, opportunity qualification, and joint pursuit activities. - Generate partner-sourced opportunities by educating cloud teams, identifying customer needs, and activating CSP channels as a source of new business. - Plan and deliver enablement programs, workshops, and solution training for CSP sales and technical teams across APJ. - Collaborate with regional SI partners and cloud providers to design and execute joint go-to-market activities, including events, campaigns, workshops, and customer success initiatives. - Support operational aspects of cloud partnerships, including Marketplace transactions, cloud credit programs, co-marketing funds, and overall program participation. - Work closely with internal APJ sales, partner, marketing, and product teams to ensure cloud partnership activities integrate into regional execution plans. - Track and report on partner activity, co-sell pipeline, partner-sourced opportunities, and performance of joint initiatives. - Maintain an understanding of APJ cloud market trends and partner ecosystems to inform strategy and accelerate regional growth. Qualifications – Required - 6–10+ years of partner, alliances, or cloud sales experience in APJ, preferably within enterprise software, SaaS, or cloud technologies. - Direct experience working with cloud service providers (e.g. AWS, GCP) on joint go-to-market and co-selling motions. - Proven ability to source new opportunities through cloud partnerships by building field relationships and driving structured engagement models. - Experience delivering enablement, training, and workshops to diverse audiences across multiple APJ geographies. - Strong relationship-building skills and the ability to influence internal and external stakeholders at all levels. - Skilled in managing pipeline, forecasting, and reporting. - Comfortable working across a distributed organisation and multiple time zones. Qualifications – Preferred - Experience with cloud marketplaces, co-marketing funds, cloud incentives, and programmatic partnership operations. - Knowledge of the APJ SI, consulting, and cloud-native partner ecosystem. - Background in high-growth SaaS or cloud platform companies. - Multilingual abilities relevant to the region are an advantage. What Success Looks Like (First 6–12 Months) - Strong integration with the global cloud partnerships team and full alignment with the APJ partner strategy. - Productive, consistent engagement with CSP field teams across APJ. - A growing funnel of partner-sourced and partner-influenced opportunities. - Scalable enablement programs that increase awareness and adoption across cloud teams. - Joint marketing activity driving qualified demand with cloud providers and SI partners. - Clear, reliable reporting demonstrating measurable revenue impact from cloud partnerships. Compensation & Rewards: In Singapore, the OTE (On-Target Earnings) compensation range for this role is SGD 340,000 - SGD 375,000. 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 Labs' success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally. *Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process. Why You’ll Thrive at Grafana Labs: 100% Remote, Global Culture - As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose. Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment. Transparent Communication – Expect open decision-making and regular company-wide updates. Innovation-Driven – Autonomy and support to ship great work and try new things. Open Source Roots – Built on community-driven values that shape how we work. Empowered Teams – High trust, low ego culture that values outcomes over optics. Career Growth Pathways – Defined opportunities to grow and develop your career. Approachable Leadership – Transparent execs who are involved, visible, and human. Passionate People – Join a team of smart, supportive folks who care deeply about what they do. In-Person onboarding - We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it. Balance is Key - We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. *We will comply with local legislation where applicable. Equal Opportunity Employer: We will recruit, train, compensate and promote regardless of race, religion, color, national origin, gender, disability, age, veteran status, and all the other fascinating characteristics that make us different and unique. We believe that equality and diversity builds a strong organization and we’re working hard to make sure that’s the foundation of our organization as we grow. Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings. #LI-Remote For information about how your personal data is used once you’ve applied to a job, check out our privacy policy.

Responsibilities

Develop and execute the APJ cloud partner strategy with major cloud providers while building strong relationships to support co-selling and opportunity qualification. Collaborate with internal teams and regional partners to design and execute joint go-to-market activities.