Partner Solutions Engineer

Summary

Join Grafana Labs as a Channel Solution Engineer and become an early member of a high-growth team, scaling the company's worldwide partner ecosystem. Partner with Channel Sales and Field Sales teams to communicate Grafana's value proposition to partners. Own technical engagements with partners, leveraging advanced knowledge and skills to close opportunities. Deliver product and technical presentations, proactively communicate with partners and internal teams, and contribute to enhancing the partner university program. The ideal candidate will be a trusted advisor for technical experts in the partner ecosystem, playing a key role in various selling motions. This role requires strong collaboration, leadership, and excellent communication skills to work effectively with a remote-first international team and worldwide partners.

Requirements

• Bachelor’s degree in Computer Science, Information Technology, Math or a related field (or equivalent experience)
• Experience deploying, operating Kubernetes and working knowledge of cloud native technologies
• 5+ years of experience in technical support, technical account management, consulting, and SE or professional services roles within the technology industry
• Strong understanding of observability solutions. Grafana, Prometheus, and Loki are a plus
• Excellent problem-solving and analytical skills
• Outstanding communication and interpersonal skills
• Travel up to 50%

Responsibilities

• Partner with our Channel Sales team and the wider Field Sales Team to articulate the overall Grafana value proposition, vision, and strategy to our partners
• Own the technical engagement with Partners and help to close opportunities through advanced competitive knowledge, technical skill, and credibility
• Deliver product and technical presentations to potential and existing Partners
• Proactively communicate with partners and internal teams to provide a feedback loop on our products and the competitive landscape
• Work with the enablement team to enhance our partner university program and expand its reach to wider personas within the partner ecosystem
• Creating and delivering high-impact activities like workshops and 1:1 interactive training to drive pipeline from our focus partners

Preferred Qualifications

• We are seeking candidates with 6+ years of experience in pre-sales / solution architecture in the observability space
• Someone with selling experience in an OSS-first company would be an added advantage
• Selling SaaS software across APJ, using MEDDIC or equivalent processes

Benefits

• Equity
• Bonus (if applicable)