Senior Partner Solutions Engineer

This is a fully remote position, open to applicants in United States.

📋 Description

• Collaborate with Channel Sales and Field Sales to communicate Grafana’s vision, value, and technical strategy to cloud partners.

• Drive technical engagement with partners to advance deal progression and secure opportunities.

• Conduct product demonstrations, technical presentations, and hands-on enablement sessions.

• Design and deliver training, onboarding, and ongoing education for solutions architects and technical teams.

• Represent Grafana Labs through technical presentations, live demonstrations, webinars, conference sessions, and regional partner events.

• Develop reference architectures, demo environments, solution guides, and presentations that illustrate Grafana Cloud in conjunction with cloud provider services.

• Monitor partner readiness, the reuse of technical assets, and the progress of joint opportunities.

• Relay partner insights back to product and go-to-market teams.

• Shape and enhance Grafana Partner University across various partner personas.

• Work alongside internal teams to provide product and competitive feedback.

• Assist with Sell-To, Embedded, and PoweredBy sales motions.

• Conduct high-impact workshops and one-on-one training sessions to generate and advance the pipeline.

• Travel up to 50% to support cloud partner events, workshops, and field activities.

⛳️ Requirements

• Location: United States (Remote).

• Over 6 years of experience in pre-sales or solution architecture, preferably within the observability sector.

• Strong background in selling SaaS software throughout the NORAM region.

• Proven application of MEDDIC or similar qualification frameworks.

• Excellent communication and interpersonal abilities, especially within remote, global teams.

• Demonstrated capability to thrive in a fast-paced, ambiguous startup environment.

• Strong judgment, leadership, and problem-solving skills.

• Enthusiasm for education, enablement, and assisting others in achieving technical success.

• Familiarity with CSPs and a comprehensive understanding of core infrastructure services.

• Experience with cloud marketplaces, co-selling, or launching joint solutions.

• Knowledge of observability and cloud-native tooling.

• Background in OSS-first companies.

• Experience with Grafana, Prometheus, and Loki.

• Practical experience in deploying and managing Kubernetes.

• Bachelor’s degree in Computer Science, Information Technology, Mathematics, or a related field (or equivalent experience).

🏝️ Benefits

• Restricted Stock Units (RSUs).

• Fully remote, global culture.

• Opportunities for career advancement.

• In-person onboarding experience.

• 30 days of annual leave each year.

• 3 annual leave days allocated for Grafana Shutdown Days.