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 building content that helps our CSPs 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.
- Developing and delivering training, onboarding, and ongoing education for solutions architects and technical teams.
- Representing Grafana Labs through technical presentations, live demos, webinars, conference sessions, and regional partner events.
- Creating reference architectures, demo environments, solution guides, and presentations that explain the value of Grafana Cloud alongside cloud provider services.
- Tracking partner readiness, reuse of technical assets, and progress of joint opportunities, and bringing 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.
- Supporting selling motions like Sell-To, Embedded, and PoweredBy, either directly or jointly with partners.
- Running 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 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)
Timezone overlap
UTC-8–-4
Benefits
RSUs, PTO, Commission, Bonus, Vision, Parental leave, Equity
Open to
US
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