Partner Solutions Engineer | East Coast | Remote

Grafana Labs, the company behind the open observability cloud, is founded on the principles of open source, open standards, open ecosystems, and open culture. Grafana Cloud, our fully managed observability platform, is flexible and built for scale. With Grafana Cloud's actually useful AI, organizations can see, understand, and act on all their disparate data to move at the speed of their ambitions. Today, more than 35 million users and 7,000+ customers – including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce – trust Grafana Labs to ensure reliability of their applications and systems, resolve incidents quickly, and optimize their telemetry to reduce noise and cost. We are a 100% remote company with 1,600+ team members across 40+ countries, and we’re 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 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.

What You’ll Be Doing:

• 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

What Makes You a Great Fit:

• 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

Bonus Points For:

• 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)

Compensation & Rewards:

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.