Senior Partner Solutions Engineer - Remote CSP Focus

Grafana; United States; Hybrid; USD 204,000 - 244,000; Full time

Benefits offered by this job

RSUs

Fully remote

Job summary

Grafana Labs is seeking a Senior Partner Solutions Engineer to scale cloud partnerships with a focus on AWS and Google Cloud. This remote role is U.S.-based with up to 50% travel, coordinating with CSPs to drive joint GTM initiatives and enable partner success.

You will deliver demos, run enablement sessions, and build reference architectures while shaping Grafana’s partner strategy. A strong NORAM SaaS sales background and MEDDIC experience are essential.

Qualifications

• 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.

Responsibilities

• Partner 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 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.

Skills

Pre-sales

Solution architecture

MEDDIC

Remote collaboration

Cloud SaaS sales

Job description

Grafana Labs is seeking a Senior Partner Solutions Engineer to scale cloud partnerships with a focus on AWS and Google Cloud. This remote role is U.S.-based with up to 50% travel, coordinating with CSPs to drive joint GTM initiatives and enable partner success.

You will deliver demos, run enablement sessions, and build reference architectures while shaping Grafana’s partner strategy. A strong NORAM SaaS sales background and MEDDIC experience are essential.