Senior Solutions Engineer (Partner)

Grafana Labs; United States; Remote; USD 140,000 - 180,000; Full time

Benefits offered by this job

30 days vacation

Health coverage or stipends

401(k) retirement contributions

Learning stipend $1,500 annually

Remote-friendly with coworking space$

Headspace mindfulness subscription

Job summary

Grafana Labs is seeking a Senior Partner Solutions Engineer to scale cloud partnerships with CSPs such as AWS and Google Cloud, focusing on joint go-to-market and partner enablement across NORAM.

You will lead technical engagements, deliver demos, create reference architectures, train solutions architects, and collaborate with Channel and Field Sales to advance opportunities, with travel up to 50%.

Qualifications

• Located in the United States, remote-friendly
• 6+ years in pre-sales or solution architecture, observability space preferred
• Experience with CSPs and core cloud services
• Strong communication in remote, global teams

Responsibilities

• Drive partner success through education and enablement
• Lead technical engagements to progress deals
• Deliver demos, presentations, and hands-on enablement
• Develop training for solutions architects and technical teams
• Represent Grafana at partner events and webinars
• Collaborate with internal GTM teams and product for feedback
• Travel up to 50% for events

Skills

SaaS sales

NORAM sales experience

Pre-sales

Solution architecture

Partner enablement

Strong communication

Education

Bachelor’s degree in CS or related

Tools

Grafana

Prometheus

Loki

Kubernetes

Job description

• 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
• 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

Benefits

• Vacation: Balance is key. Our team enjoys 30 days of paid vacation each year on top of national holidays, parental leave, and sick leave. We also take a breather on a number of Grafana Shutdown Days each year
• Healthcare: We’re proud to provide health coverage or stipends for our colleagues in the US, UK, Canada, the Netherlands, Sweden, Singapore, and India
• Retirement planning: There’s no time like the present to start saving for your future. We make employer contributions into the pension pots of our team members in the US, UK, Canada, the Netherlands, Sweden, and Germany
• Professional development: On top of a $1,500 annual learning and development stipend, Grafanistas have thousands of on-demand courses at their fingertips to help them grow professionally. Want to attend a conference or training? Go ahead. Just pass on what you learned
• Work location: Vast majority of our roles are fully remote, focused on hiring the best talent and allowing you to perform from the comfort of your home. If you fancy a change of scene, we’ll also reimburse you up to $175 a month for a personal co-working space
• Choice of tech: There’s no one-size-fits-all when it comes to the tech required to do your job. Choose the laptop and accessories you need when you join us, and we’ll refresh them every three years
• Mindfulness: When you join the team, you can sign up for a complimentary subscription to Headspace to take advantage of the benefits of mindfulness and meditation. Our wellbeing resource group also organize sessions run by fellow Grafanistas or external trainers
• Global Employee Assistance Program: We offer all team members a 100% confidential support service with 24/7 365 access to professionally qualified counsellors and specialists
• Paid parental leave: Grafana offers paid parental leave to all eligible new parents. This offers Grafanistas time to bond with and care for their children in the first year after birth or adoption

Job Requirements

• Located: United States (Remote)
• Excellent communication and interpersonal skills, especially in remote, global teams
• Strong experience selling SaaS software across the NORAM region
• Demonstrated ability to operate in a fast-paced, ambiguous, startup environment
• Strong judgement, leadership, and problem-solving abilities
• 6+ years in pre-sales or solution architecture, ideally within the observability space
• Proven use of MEDDIC or similar qualification frameworks
• Passion for education, enablement, and helping others succeed technically
• Bachelor’s degree in CS, IT, Math, or related field (or equivalent experience)
• Experience with Grafana, Prometheus, and Loki
• Hands-on experience deploying and operating Kubernetes
• Background in OSS first companies
• Solid understanding of observability and cloud native tooling
• Experience with CSP’s and a strong understanding of their core infrastructure services
• Experience with cloud marketplaces, co-selling, or joint solution launches