9 hours ago
Responsibilities
- Partner with channel and field sales teams to communicate Grafana’s vision, value, and technical strategy to cloud partners.
- Lead technical partner engagements to drive deal progression and close opportunities.
- Deliver product demonstrations, technical presentations, workshops, webinars, conference sessions, and hands-on enablement.
- Develop training, onboarding, and ongoing education for solutions architects and technical teams.
- Create reference architectures, demo environments, solution guides, and presentations for Grafana Cloud and cloud provider services.
- Track partner readiness, technical asset reuse, and joint opportunity progress, and communicate partner insights to product and go-to-market teams.
- Expand Grafana Partner University across multiple partner personas.
- Support Sell-To, Embedded, and PoweredBy selling motions directly or jointly with partners.
- Travel up to 50% for cloud partner events, workshops, and field activities.
Requirements
- Located in the United States and able to work remotely.
- 6+ years of experience in pre-sales or solutions architecture, ideally in observability.
- Strong experience selling SaaS software across the NORAM region.
- Proven use of MEDDIC or a similar qualification framework.
- Excellent communication and interpersonal skills, with strong judgment, leadership, and problem-solving abilities.
- Ability to operate effectively in a fast-paced, ambiguous startup environment.
- Passion for technical education, enablement, and helping others succeed.
- Preferred: experience with cloud service providers, cloud marketplaces, co-selling, joint solution launches, observability, cloud-native tooling, Grafana, Prometheus, Loki, and Kubernetes.
- Preferred: bachelor’s degree in computer science, information technology, mathematics, or a related field, or equivalent experience.
Benefits
- 100% remote work with a global culture and team across 40+ countries.
- In-person onboarding.
- 30 days of annual leave per year, including 3 Grafana Shutdown Days, subject to local legislation.
- Restricted Stock Units are included for all roles.
- Career growth pathways, transparent communication, empowered teams, and an innovation-driven environment.
- This United States role requires travel of up to 50%.
Tech Stack
Categories
Solutions Engineering
About Grafana
Grafana Labs builds open-source observability tools and a managed SaaS, Grafana Cloud, used by engineering and SRE teams to monitor, visualize, and analyze telemetry. Its products include Grafana dashboards plus Loki (logs), Tempo (traces), and Mimir (metrics), offered as cloud subscriptions and enterprise software. Privately held and headquartered in New York, it serves customers such as Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce.