Partner Solutions Engineer | US | Remote

Grafana Labs is a remote-first, open-source powerhouse seeking a Partner Solutions Engineer to help scale its worldwide partner ecosystem. In this role, you will serve as a trusted technical advisor to partners, enabling their success through education, enablement, and direct engagement while collaborating closely with sales and engineering teams.

Responsibilities:

• Partnering with Channel Sales and Field Sales to convey Grafana’s vision, value, and technical strategy to partners
• Leading technical engagement with partners to drive deal progression and close opportunities
• Delivering product demos, technical presentations, and hands-on enablement sessions
• Shaping and expanding the reach of 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
• Travelling up to 50% to support partner engagements

Requirements:

• Located in the US
• 6+ years in pre-sales or solution architecture, ideally within the observability space
• Strong experience selling SaaS software across the APJ 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
• 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)