Senior Partner Solutions Engineer

Grafana Labs

. Partner with Channel Sales and Field Sales to convey Grafana’s vision, value, and technical strategy to cloud partners .

Posted 10/14/2026full-timeRemote • United StatesSenior💰 $204,000 - $244,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in pre-sales and solution architecture within the observability space, with a strong focus on SaaS software sales and technical enablement. Proficient in delivering impactful training, presentations, and workshops while collaborating effectively with partners and internal teams.

Highest-signal resume keywords

Pre-Sales ExperienceSolution ArchitectureSaaS Software SalesTechnical PresentationsKubernetes Deployment

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

MEDDIC FrameworkGrafanaPrometheusLokiCloud MarketplacesObservabilityCloud Native ToolingCSPsReference ArchitecturesTechnical Training

Soft Skills

Excellent CommunicationInterpersonal SkillsLeadershipProblem-SolvingPassion for Education

Tools & Technologies

Grafana CloudKubernetesCloud Provider Services

Industry Keywords

Observability SpaceOSS-First CompaniesJoint Solution LaunchesCo-SellingFast-Paced Environment

Tech Stack

Tools & technologies

CloudGrafanaKubernetesPrometheus

About the role

Key responsibilities & impact

Partner with Channel Sales and Field Sales to convey Grafana’s vision, value, and technical strategy to cloud partners
Lead technical engagement with partners to drive deal progression and close opportunities
Deliver 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 explaining Grafana Cloud alongside cloud provider services
Track partner readiness, reuse of technical assets, and progress of joint opportunities
Bring partner insights back to product and go-to-market teams
Shape and expand Grafana Partner University across multiple partner personas
Collaborate with internal teams to provide product and competitive feedback
Support Sell-To, Embedded, and PoweredBy selling motions
Run high-impact workshops and one-to-one training to generate and progress pipeline
Travel up to 50% to support cloud partner events, workshops, and field activities

Requirements

What you’ll need

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
Experience with CSPs and understanding of core infrastructure services
Experience with cloud marketplaces, co-selling, or joint solution launches
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)

Benefits

Comp & perks

Restricted Stock Units (RSUs)
100% remote, global culture
Career growth pathways
In-person onboarding
30 days of annual leave per annum
3 annual leave days reserved for Grafana Shutdown Days