Partner Solutions Engineer role at Grafana Labs (a 100% remote company) to help scale its worldwide partner ecosystem. As a trusted technical advisor to partners, you will enable partner success through education, enablement, and direct engagement, sitting at the intersection of sales, engineering, and training, and supporting a range of partner motions from direct sales to co-selling models. This role is remote and based on the East Coast, with travel up to 50%.
Responsibilities
- ▹Partner with Channel Sales and Field Sales to convey Grafana's vision, value, and technical strategy to partners
- ▹Lead technical engagement with partners to drive deal progression and close opportunities
- ▹Deliver product demos, technical presentations, and hands-on enablement sessions
- ▹Shape and expand the reach of Grafana Partner University across multiple partner personas
- ▹Collaborate 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
- ▹Travel up to 50% to support partner engagements
Requirements
- ▹Located on the East Coast
- ▹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
Nice to have
- ▹Background in OSS-first companies
- ▹Experience with Grafana, Prometheus, and Loki
- ▹Solid understanding of observability and cloud-native tooling
- ▹Hands-on experience deploying and operating Kubernetes
- ▹Bachelor's degree in CS, IT, Math, or related field (or equivalent experience)
Soft skills
Excellent communication and interpersonal skillsStrong judgement and leadershipProblem-solving abilitiesPassion for education and enablementAbility to operate in a fast-paced, ambiguous startup environment
What we offer
- ▹US OTE compensation range: $204,000 - $244,000
- ▹Restricted Stock Units (RSUs) in all roles
- ▹100% remote, global culture
- ▹In-person onboarding
- ▹Global annual leave policy of 30 days per year (3 days reserved for Grafana Shutdown Days)
Languages: Excellent communication and interpersonal skills, especially in remote, global teams
Education: Bachelor's degree in CS, IT, Math, or related field (or equivalent experience) - bonus