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.

We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.

You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity.

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

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