Senior Solutions Engineer, Partner | US | Remote

grafanalabs; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Annual leave

Company shutdown days

Job summary

grafanalabs is seeking a remote, US-based pre-sales/solution architect to empower cloud partners with technical sales enablement. You will demonstrate observability solutions, build reference architectures, and deliver hands-on workshops for partner teams.

Travel up to 50% is expected to support events and field activities. The ideal candidate has extensive SaaS pre-sales experience across North America, strong MEDDIC skills, and a collaborative approach suited to a global remote environment.

Qualifications

• Six+ years in pre-sales or solution architecture, ideally in observability.
• Experience selling SaaS across North America.
• Proven use of MEDDIC or comparable sales qualification approach.
• Strong communication and interpersonal skills for remote, globally distributed work.
• Good judgment and problem-solving in a fast-moving, ambiguous environment.
• Interest in teaching and helping others build technical confidence.

Responsibilities

• Work with channel and field sales teams to communicate product value and technical direction to cloud partners.
• Lead technical partner engagements that advance and close sales opportunities.
• Deliver product demonstrations, presentations, hands-on workshops, and ongoing training for partner technical teams.
• Create reference architectures, demo environments, solution guides, and presentation materials for joint solutions.
• Represent the technical offering at webinars, conferences, and regional partner events.
• Track partner readiness and use of technical materials, and share partner feedback with product and go-to-market teams.

Skills

Communication

Interpersonal skills

MEDDIC

Tools

Grafana

Prometheus

Loki

Kubernetes

Job description

Role overview

Help cloud service provider partners understand, demonstrate, and sell technical solutions built around an observability platform. The role combines partner enablement and solution architecture with direct support for joint sales opportunities, training, events, and technical content. It is remote within the United States and involves substantial travel.

Responsibilities

• Work with channel and field sales teams to communicate product value and technical direction to cloud partners.
• Lead technical partner engagements that advance and close sales opportunities.
• Deliver product demonstrations, presentations, hands-on workshops, and ongoing training for partner technical teams.
• Create reference architectures, demo environments, solution guides, and presentation materials for joint solutions.
• Represent the technical offering at webinars, conferences, and regional partner events.
• Track partner readiness and use of technical materials, and share partner feedback with product and go-to-market teams.

Requirements

• Six or more years in pre-sales or solution architecture, ideally in observability.
• Experience selling SaaS across North America.
• Proven use of MEDDIC or a comparable sales qualification approach.
• Strong communication and interpersonal skills for remote, globally distributed work.
• Good judgment and problem-solving skills, with the ability to work in a fast-moving, ambiguous environment.
• Interest in teaching and helping others build technical confidence.

Nice to have

• Experience with cloud service providers, cloud marketplaces, co-selling, or joint solution launches.
• Knowledge of observability and cloud-native tooling, including tools such as Grafana, Prometheus, or Loki.
• Hands-on Kubernetes experience or a background in open-source-first companies.

Benefits and work setup

• Remote role for candidates based in the United States, with travel of up to 50% for partner events, workshops, and field work.
• The source describes a global remote culture, career development opportunities, in-person onboarding, and 30 days of annual leave, including designated company shutdown days.