[Hiring] Manager, Solutions Engineering @Grafana Labs

Role Description

As a Manager of Solutions Engineering for Enterprise at Grafana Labs, you will be responsible for all aspects of building and managing a team of high-performing Solution Engineers. You will own the regional build-out with your sales leader counterparts, adopting existing OSS Specific GTM strategies and developing new ones as needed. You’ll work with your Customer Experience counterparts to ensure that your customers are successful after the sale, in their adoption and roll-out of Grafana products through professional services, support, training, and customer success. You’ll work with marketing to drive community and adoption programs in the region designed to broaden the adoption of both OSS and commercial/cloud versions of our products. You’ll also work closely with Product Management and Engineering to ensure that we are constantly delivering value to our customers by influencing the roadmap, based on your customers and team feedback, as well as leveraging your own experience in the Monitoring and Observability space. All of this will be required for you to hit and then exceed your region's financial targets and ultimately, our company's goals. Your impact will be felt globally when the job is done well.

What You’ll Be Doing

• Attract, recruit, ramp, and mentor a team of great Presales SE’s from diverse backgrounds and experiences.
• Get the best out of your team with a coaching mindset and lead from the front approach.
• Executive sponsorship of key accounts in the region will be key to your success.
• Direct the bulk of your day-to-day work based on guidance and goals from your leadership.
• Partner with Sales leadership on top of funnel programs, marketing initiatives, and community/company events.
• Understand your key customers’ strategies for adoption of Grafana technologies.
• Ensure that your customers’ requirements are being met with our product through partnership with Product Management and Engineering.
• Own and report on the quarter over quarter cadence of your team.
• Own your team's PG plan in partnership with your sales and sales leader counterparts.

Qualifications

• Located on the East Coast.
• 5+ years in the high tech industry having held roles such as Developer, Sales Engineer/Architect, Manager, etc.
• Direct experience mentoring, developing people and managing performance over time.
• Experience in Open Source selling or Cloud first/Product led sales go to market motion a big plus.
• Direct experience implementing and/or executing a formal sales methodology, Command of the Message, qualification frameworks like MEDDPICC.
• Direct experience selling monitoring/data/visualization products.
• Direct experience in DevOps (IaC, CI/CD, GitHub Actions, etc) a plus.
• Proven ability to own a book of business, direct your own and your team's work and initiatives to exceed your quarterly targets.
• Proven ability to work with sales leader counterparts.

Compensation & Rewards

• In the US, the OTE (On-Target Earnings) compensation range for this role is $234,000 - $278,000.
• 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.

Benefits

• 100% Remote, Global Culture - As a remote-only company, we bring together talent from around the world.
• Scaling Organization - Tackle meaningful work in a high-growth, ever-evolving environment.
• Transparent Communication - Expect open decision-making and regular company-wide updates.
• Innovation-Driven - Autonomy and support to ship great work and try new things.
• Open Source Roots - Built on community-driven values that shape how we work.
• Empowered Teams - High trust, low ego culture that values outcomes over optics.
• Career Growth Pathways - Defined opportunities to grow and develop your career.
• Approachable Leadership - Transparent execs who are involved, visible, and human.
• In-Person onboarding - We want you to thrive from day 1 with your fellow new ‘Grafanistas’.
• Balance is Key - We operate a global annual leave policy of 30 days per annum.

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.