Partner Solutions Engineer | East Coast | Remote at Grafana Labs | Apply at Grafana Labs

About the role

About Grafana Labs

Grafana Labs is the company behind the open observability cloud, built on open source, open standards, open ecosystems, and open culture. Grafana Cloud is a flexible, scalable, fully managed observability platform. With AI features, organizations can gain insights from their data to drive action and meet their ambitions. Over 35 million users and 7,000+ customers, including major companies like Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce, rely on Grafana Labs for application and system reliability, incident resolution, and optimized telemetry to reduce noise and cost. Grafana Labs operates as a 100% remote company with over 1,600 employees in 40+ countries, supported by investors like Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. More information is available at grafana.com. The company is experiencing rapid growth while maintaining its unique identity, driven by its open-source legacy, global collaborative culture, and dedication to meaningful work within an innovation-focused environment that prioritizes transparency, autonomy, and trust. Grafana Labs encourages candidates to apply even if they don't meet every requirement, viewing this as a potential career-defining opportunity.

The Opportunity

Grafana Labs is seeking a Partner Solutions Engineer to contribute to the growth of its global partner ecosystem. In this role, you will serve as a trusted technical advisor to partners, fostering their success through education, enablement, and direct engagement. This position sits at the nexus of sales, engineering, and training, supporting various partner strategies, including direct sales and co-selling.

What You’ll Be Doing

Partnering with Channel Sales and Field Sales to communicate Grafana’s vision, value, and technical strategy to partners.
Leading technical engagements with partners to advance deal progression and close opportunities.
Delivering product demonstrations, technical presentations, and hands-on enablement sessions.
Shaping and expanding the reach of Grafana Partner University for diverse partner profiles.
Collaborating with internal teams to provide feedback on products and competition.
Supporting selling motions such as Sell-To, Embedded, and PoweredBy, either independently or jointly with partners.
Conducting high-impact workshops and one-on-one training sessions to generate and advance sales pipeline.
Traveling up to 50% to support partner engagements.

What Makes You A Great Fit

Located on the East Coast of the United States.
6+ years of experience in pre-sales or solution architecture, preferably in the observability domain.
Proven experience selling SaaS software in the North American region.
Proficiency in using MEDDIC or similar qualification frameworks.
Exceptional communication and interpersonal skills, particularly in remote, global team settings.
Demonstrated ability to thrive in a fast-paced, ambiguous startup environment.
Strong judgment, leadership, and problem-solving capabilities.
A passion for education, enablement, and technical support.

Bonus Points For

Previous experience in Open Source Software (OSS)-first companies.
Familiarity with Grafana, Prometheus, and Loki.
A solid understanding of observability and cloud-native tooling.
Hands-on experience with deploying and managing Kubernetes.
A Bachelor’s degree in Computer Science, IT, Math, or a related field, or equivalent practical experience.

Compensation & Rewards

In the United States, the On-Target Earnings (OTE) for this role range from $204,000 to $244,000. Actual compensation will be determined by the candidate's level, experience, and skillset. All roles include Restricted Stock Units (RSUs) that grant employees ownership in Grafana Labs. Compensation structures are country-specific; international applicants will have their market’s pay range and benefits discussed by a recruiter.

Why You’ll Thrive At Grafana Labs

100% Remote, Global Culture: Join a worldwide team united by collaboration and shared purpose.
Scaling Organization: Engage in meaningful work within a high-growth, dynamic environment.
Transparent Communication: Benefit from open decision-making and regular company updates.
Innovation-Driven: Enjoy autonomy and support to produce great work and innovate.
Open Source Roots: Work within a community-driven culture.
Empowered Teams: Experience a high-trust, low-ego environment focused on outcomes.
Career Growth Pathways: Access defined opportunities for professional development.
Approachable Leadership: Interact with visible, involved, and human executive leadership.
Passionate People: Collaborate with intelligent and supportive colleagues.
In-Person Onboarding: Participate in onboarding with new team members to learn about the company.
Balance is Key: Enjoy a global annual leave policy of 30 days, including 3 Grafana Shutdown Days for disconnection.

Grafana Labs is committed to equal opportunity and diversity, fostering an inclusive environment regardless of race, religion, color, national origin, gender, disability, age, veteran status, or other characteristics. The company may use AI tools in recruitment to match CV information to job postings, with a final manual review by the recruitment team. Personal data usage is detailed in the privacy policy.

Key skills/competency

Partner Solutions Engineer
Observability
SaaS Sales
Solution Architecture
Pre-sales
Technical Enablement
Channel Sales
Remote Work
Cloud-Native
Kubernetes

How to get hired

Tailor your resume: Highlight 6+ years in pre-sales or solution architecture, observability experience, and SaaS sales success in North America.
Showcase technical skills: Emphasize experience with MEDDIC, cloud-native tooling, and OSS-first environments.
Demonstrate remote collaboration: Provide examples of successful work in fast-paced, global, remote teams.
Prepare for technical and behavioral interviews: Be ready to discuss product strategies, enablement, and problem-solving in a startup setting.
Express passion: Articulate your enthusiasm for education, enablement, and open-source principles.

Frequently asked questions

What is the OTE compensation for a Partner Solutions Engineer at Grafana Labs in the US?

The On-Target Earnings (OTE) for the Partner Solutions Engineer role in the United States ranges from $204,000 to $244,000. Actual compensation will depend on factors like experience, skillset, and the level assigned during the interview process.

Is this a remote position, and what is Grafana Labs' stance on remote work?

Yes, this is a 100% remote position. Grafana Labs is a fully remote company with a global culture, bringing together talent from over 40 countries. They emphasize collaboration, autonomy, and trust in their remote work environment.

What kind of experience is essential for the Partner Solutions Engineer role at Grafana Labs?

Essential experience includes over 6 years in pre-sales or solution architecture, ideally within the observability space. Strong experience selling SaaS software in North America and proficiency with qualification frameworks like MEDDIC are also key requirements.

What are the opportunities for career growth at Grafana Labs?

Grafana Labs offers defined career growth pathways, opportunities for professional development, and encourages employees to take on meaningful work in a scaling organization. The innovative and supportive environment fosters individual growth.

Does Grafana Labs require specific technical backgrounds for the Partner Solutions Engineer position?

While a Bachelor's degree in CS, IT, Math, or related field (or equivalent experience) is a plus, the role values experience in observability, cloud-native tooling, and OSS-first companies. Hands-on Kubernetes experience is also beneficial.

How does Grafana Labs approach diversity and inclusion in its hiring process?

Grafana Labs is committed to equal opportunity and diversity. They strive to create an inclusive environment and recruit, train, compensate, and promote individuals regardless of race, religion, color, national origin, gender, disability, age, veteran status, or other personal characteristics.

What is the travel expectation for the Partner Solutions Engineer role?

The Partner Solutions Engineer role requires travel up to 50% to support partner engagements. This travel is essential for leading technical engagements and providing direct support to partners.

What are some of the benefits of working at Grafana Labs?

Benefits include a 100% remote global culture, opportunities for career growth, transparent communication, an innovation-driven environment, competitive compensation with RSUs, 30 days of annual leave, and an emphasis on work-life balance.