Partner Solutions Engineer

Details

Grafana Labs is a remote-first, open-source company that builds observability tooling used by millions worldwide. The company offers Grafana Cloud and the Grafana Enterprise Stack, including components for metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo). Grafana Labs is scaling quickly and values transparency, autonomy, and open-source roots.

Responsibilities

• Partner with Channel Sales and Field Sales to communicate Grafana’s vision, value, and technical strategy to partners
• Lead technical engagement with partners to drive deal progression and close opportunities
• Deliver product demos, technical presentations, and hands-on enablement sessions
• Shape and expand the reach of Grafana Partner University across multiple partner personas
• Collaborate with internal teams to provide product and competitive feedback
• Support selling motions such as Sell-To, Embedded, and PoweredBy, directly or jointly with partners
• Run high-impact workshops and 1:1 training to generate and progress pipeline
• Travel up to 50% to support partner engagements

Requirements

• Located in Brazil
• 6+ years in pre-sales or solution architecture, ideally within the observability space
• Strong experience selling SaaS software (the posting specifically references experience across the APJ region)
• Proven use of MEDDIC or similar qualification frameworks
• Excellent communication and interpersonal skills—especially in remote, global teams
• Demonstrated ability to operate in a fast-paced, ambiguous, startup environment
• Strong judgment, leadership, and problem-solving abilities
• Passion for education, enablement, and helping others succeed technically

Bonus

• Background in OSS-first companies
• Experience with Grafana, Prometheus, and Loki
• Solid understanding of observability and cloud-native tooling
• Hands-on experience deploying and operating Kubernetes
• Bachelor’s degree in CS, IT, Math, or related field (or equivalent experience)

Compensation & Rewards

• In Brazil, the OTE (On-Target Earnings) compensation range for this role is BRL 543,850 - BRL 652,610. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process.
• All roles include Restricted Stock Units (RSUs).

Why You’ll Thrive at Grafana Labs

• 100% remote, global culture with a remote-first company model
• Opportunity to work in a scaling organization with transparent communication and approachable leadership
• Emphasis on open-source values, autonomy, and career growth pathways
• In-person onboarding and a global annual leave policy (30 days per annum, with 3 days reserved for Grafana Shutdown Days)

Other Notes

• Grafana Labs may utilize AI tools in its recruitment process to assist in matching CVs to job postings; applications are still manually reviewed by the recruitment team.
• #LI-Remote