A remote role at Grafana Labs.
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Original listing text, shown exactly as published by the company.
Grafana Labs is seeking a Partner Solutions Engineer to join its high-growth startup environment and help scale its worldwide partner ecosystem. As a trusted technical advisor to partners, you'll be instrumental in enabling partner success through education, enablement, and direct engagement. You’ll sit at the intersection of sales, engineering, and training—supporting a range of partner motions from direct sales to co-selling models.
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
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
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)
In the United States, the OTE (On-Target Earnings) compensation range for this role is $204,000 - $244,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.
*Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process.
Equal Opportunity Employer: Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organisation, and we work hard to ensure that is the foundation of our organisation as we grow.
Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings.
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Grafana Labs
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Grafana Labs is the company behind Grafana, a widely-used open-source platform for operational dashboards, monitoring, and data visualization. The company provides a full-stack observability platform, including managed services for metrics, logs, and traces, to help users understand their systems.
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