Senior Partner Solutions Engineer | East Coast | Remote

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.