Senior Solutions Engineer, Partner | US | Remote

Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. Built on open source and open standards and designed for interoperability across any stack, Grafana Cloud brings AI to observability and observability to AI, giving teams (and their agents) unified visibility so they can see, understand, and act on all their disparate data, wherever it lives, and move at the speed of their ambitions. Customers, including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce, rely on Grafana Labs. We are a 100% remote company with team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at grafana.com and follow us on LinkedIn and X.

The Opportunity:

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.

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
• 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

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 CSP’s 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)

Compensation & Rewards:

In the United States, the OTE (On-Target Earnings) compensation range for this role is $204,000 - $244,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.