Partner Solutions Engineer

Details

Grafana Labs is a remote-first, open-source company that provides observability tooling used by millions across the globe. The Partner Solutions Engineer will help scale Grafana's partner ecosystem, acting as a trusted technical advisor to partners and sitting at the intersection of sales, engineering, and training.

Responsibilities

• Partner with Channel Sales and Field Sales to convey 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 like Sell-To, Embedded, and PoweredBy, either 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 (role is remote)
• 6+ years in pre-sales or solution architecture, ideally within the observability space
• Strong experience selling SaaS software (experience across APJ region is highlighted)
• 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 Points

• 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 in-person onboarding
• Scaling organization with meaningful work in a high-growth environment
• Transparent communication and approachable leadership
• Built on open source roots, autonomy, and career growth pathways
• Global annual leave policy: 30 days per annum (subject to local legislation)

Equal Opportunity

Grafana Labs is an equal opportunity employer and will recruit, train, compensate and promote regardless of protected characteristics.

Other Notes

• The role may utilize AI tools in the recruitment process to assist matching CVs to job postings.
• Travel requirement: up to 50% to support partner engagements.