[Hiring] Senior Partner Solutions Engineer @Grafana Labs

Role Description

Grafana Labs is seeking a Senior Partner Solutions Engineer to join its high growth startup environment and help scale cloud partnerships, with a dedicated focus on joint go to market activities with Cloud Service Providers (CSP) including Amazon Web Services (AWS) and Google Cloud (GCP). The successful candidate will be instrumental in enabling partner success through education, enablement, direct engagement, support of events, and build content that helps our CSP’s position and demonstrate Grafana capabilities.

What You’ll Be Doing:

• Partnering with Channel Sales and Field Sales to convey Grafana’s vision, value, and technical strategy to cloud partners
• Leading technical engagement with partners to drive deal progression and close opportunities
• Delivering 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
• Shaping and expanding the reach of Grafana Partner University across multiple partner personas
• Collaborating 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
• Travelling up to 50% to support cloud partner events, workshops, and field activities

Qualifications

• Located: United States (Remote)
• 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

Requirements

• Experience with CSP’s 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)

Benefits

• In the United States, the OTE (On-Target Earnings) compensation range for this role is $204,000 - $244,000
• All roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success
• 100% Remote, Global Culture
• Scaling Organization
• Transparent Communication
• Innovation-Driven
• Open Source Roots
• Empowered Teams
• Career Growth Pathways
• Approachable Leadership
• Passionate People
• In-Person onboarding
• Global annual leave policy of 30 days per annum

Equal Opportunity Employer

Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organisation, and we work hard to ensure that is the foundation of our organisation as we grow.