This role focuses on scaling cloud partnerships, particularly with AWS and GCP, through technical enablement and joint go-to-market activities. The Senior Partner Solutions Engineer will lead technical engagements, deliver product demonstrations and training, and create technical content to support partner success. A minimum of 6 years in pre-sales or solution architecture, ideally in observability, is expected.
The Opportunity:
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
What Makes You a Great Fit:
- 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
Bonus Points For:
- 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)
Compensation & Rewards:
In the United States, the OTE (On-Target Earnings) compensation range for this role is $204,000 - $244,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.
*Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process.
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.
Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings.
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