Senior Partner Solutions Engineer | East Coast | Remote

Details

Grafana Labs is seeking a Senior Partner Solutions Engineer to help scale cloud partnerships, with a dedicated focus on joint go-to-market activities with Cloud Service Providers (CSPs), including Amazon Web Services (AWS) and Google Cloud (GCP). The role enables partner success through education, enablement, direct engagement, events, and technical content that helps CSPs position and demonstrate Grafana capabilities.

Responsibilities

• Partner with Channel Sales and Field Sales to convey Grafana’s vision, value, and technical strategy to cloud partners.
• Lead technical engagement with partners to drive deal progression and close opportunities.
• Deliver product demos, technical presentations, and hands-on enablement sessions.
• Develop and deliver training, onboarding, and ongoing education for solutions architects and technical teams.
• Represent Grafana Labs through technical presentations, live demos, webinars, conference sessions, and regional partner events.
• Create reference architectures, demo environments, solution guides, and presentations explaining the value of Grafana Cloud alongside cloud provider services.
• Track partner readiness, reuse of technical assets, and progress of joint opportunities, and bring partner insights back to product and go-to-market teams.
• Shape and expand 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, either directly or jointly with partners.
• Run high-impact workshops and one-to-one training to generate and progress pipeline.
• Travel up to 50% to support cloud partner events, workshops, and field activities.

Requirements

• Located in the United States and working remotely.
• Six or more years of experience in pre-sales or solution architecture, ideally within the observability space.
• Strong experience selling SaaS software across the NORAM region.
• Proven use of MEDDIC or similar qualification frameworks.
• Excellent communication and interpersonal skills, especially in remote, global teams.
• 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 Qualifications

• Experience with CSPs and a strong understanding of their core infrastructure services.
• Experience with cloud marketplaces, co-selling, or joint solution launches.
• Solid understanding of observability and cloud-native tooling.
• Background in open-source-first companies.
• Experience with Grafana, Prometheus, and Loki.
• Hands-on experience deploying and operating Kubernetes.
• Bachelor’s degree in Computer Science, Information Technology, Mathematics, or a related field, or equivalent experience.

Compensation

The United States on-target earnings compensation range is $204,000–$244,000 per year. Actual compensation may vary based on level, experience, and skill set. The role includes Restricted Stock Units (RSUs).

Benefits and Culture

• 100% remote, global culture.
• Scaling organization with meaningful work in a high-growth environment.
• Transparent communication and open decision-making.
• Innovation-driven environment with autonomy and support.
• Open-source roots and community-driven values.
• Empowered teams with a high-trust, low-ego culture.
• Defined career growth pathways.
• In-person onboarding.
• Global annual leave policy of 30 days per year, including three Grafana Shutdown Days where applicable.

Grafana Labs is an equal opportunity employer. The company may use AI tools in its recruitment process to assist with matching information provided in CVs to job postings, while the recruitment team continues to review CVs manually.