SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Salary: USD 204,000 - 244,000 / annual
Grafana Labs, the company behind Grafana Cloud, is seeking a Senior Partner Solutions Engineer to drive cloud partnership success with a focus on joint go-to-market activities with Cloud Service Providers (CSP) including AWS and Google Cloud. You will be instrumental in enabling partner success through education, enablement, direct engagement, event support, and content creation that helps CSPs position and demonstrate Grafana capabilities.
Key responsibilities include:
- 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
- Developing and delivering training, onboarding, and ongoing education for solutions architects and technical teams
- Representing Grafana Labs through technical presentations, live demos, webinars, conference sessions, and regional partner events
- Creating reference architectures, demo environments, solution guides, and presentations that explain Grafana Cloud value alongside cloud provider services
- Tracking partner readiness, reuse of technical assets, and progress of joint opportunities; bringing partner insights back to product and GTM teams
- Shaping and expanding Grafana Partner University across multiple partner personas
- Collaborating with internal teams to provide product and competitive feedback
- Supporting selling motions like Sell-To, Embedded, and PoweredBy, either directly or jointly with partners
- Running high-impact workshops and 1:1 training to generate and progress pipeline
- Traveling up to 50% to support cloud partner events, workshops, and field activities
Grafana Labs is 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. Customers include Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce.
REQUIREMENTS:
- 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
- Located in United States (Remote)
BONUS QUALIFICATIONS:
- Experience with CSPs and 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)
