Grafana Labs - Senior Partner Solutions Engineer | East Coast | Remote
Requirements
• Experience with CSP’s and a 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)
Responsibilities
• 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 • What Makes You a Great Fit: • 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
Benefits
• 100% Remote, Global Culture - As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose. • 100% Remote, Global Culture - • Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment. • Scaling Organization • Transparent Communication – Expect open decision-making and regular company-wide updates. • Transparent Communication • Innovation-Driven – Autonomy and support to ship great work and try new things. • Innovation-Driven • Open Source Roots – Built on community-driven values that shape how we work. • Open Source Roots • Empowered Teams – High trust, low ego culture that values outcomes over optics. • Career Growth Pathways – Defined opportunities to grow and develop your career. • Career Growth Pathways • Approachable Leadership – Transparent execs who are involved, visible, and human. • Approachable Leadership • Passionate People – Join a team of smart, supportive folks who care deeply about what they do. • Passionate People • In-Person onboarding - We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it. • In-Person onboarding • Balance is Key - We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. *We will comply with local legislation where applicable. • Balance is Key
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