Description
Grafana Labs is seeking a Senior Partner Solutions Engineer to join its high-growth startup environment and help scale cloud partnerships.
The successful candidate will be instrumental in enabling partner success through education, enablement, direct engagement, support of events, and building content that helps Cloud Service Providers (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 that explain 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 GTM teams
- 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 cloud partner events, workshops, and field activities
Requirements:
- 6+ years 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
- Demonstrated ability to operate in a fast-paced, ambiguous, startup environment
- Strong judgement, leadership, and problem-solving abilities
- Passion for education, enablement, and helping others succeed technically
Nice to Have:
- 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 OSS-first companies
- Experience with Grafana, Prometheus, and Loki
- Hands-on experience deploying and operating Kubernetes
- Bachelor's degree in CS, IT, Math, or related field (or equivalent experience)
Compensation & Benefits:
- OTE compensation range: $204,000 - $244,000
- Restricted Stock Units (RSUs) for all team members
- 100% remote, global culture
- Scaling organization with meaningful work in a high-growth environment
- Transparent communication and open decision-making
- Innovation-driven with autonomy and support to ship great work
- Open-source roots and community-driven values
- Empowered teams with a high-trust, low-ego culture
- Career growth pathways and defined opportunities to grow and develop your career
- Approachable leadership and transparent executives
- Passionate people who care deeply about what they do
- In-person onboarding and balance with a global annual leave policy of 30 days per annum