Senior Solutions Engineer, Partner | US | Remote

Overview

Senior Partner Solutions Engineer role at Grafana Labs focused on scaling cloud partnerships, with a dedicated focus on joint go-to-market activities with Cloud Service Providers including AWS and Google Cloud.

What you'll do

• 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

What you'll need

• 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)

Details

• Location: United States (Remote)
• Travel up to 50% to support cloud partner events, workshops, and field activities
• OTE range in the United States: $204,000 - $244,000, plus RSUs; actual compensation may vary by level, experience, and skillset