Senior Manager, Field Engineering

Summary

Join Grafana Labs as a Senior Manager of Field Engineering and lead a high-performing team responsible for all aspects of building and managing field engineers. Oversee global GTM execution with sales leaders, focusing on acquiring new customers and accelerating the path to technical wins. Coach and grow a diverse team, collaborate with Solutions Engineering and Marketing, and work with Product Management and Engineering to ensure customer value. Influence the product roadmap based on field feedback and your expertise in observability and customer ecosystems. Your impact will be felt globally. This role requires strong leadership, teamwork, and collaboration skills, along with experience in high-tech sales and people management.

Requirements

• 10+ years in the high tech industry having held roles such as Developer, Sales Engineer/Architect, SRE, Manager, etc
• 5+ years of People Management experience in a sales organization
• Direct experience mentoring, developing people and managing performance over time
• Direct experience selling monitoring/data/visualization products
• 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

Responsibilities

• Attract, recruit, ramp, and mentor a team of great Field Engineers from diverse backgrounds and experiences
• Get the best out of your team with an individual coaching mindset
• Balance the workload of your team across account engagement, project development and maintenance, engineering engagement, competitive intelligence, conferences and enablement
• Direct the bulk of your day-to-day work based on guidance and goals from your leadership, owning the planning, actions and outcomes of the team
• Culture carrier who values the team over the individual and values; getting to the right answer is more important than being right
• Defaults to teamwork and collaboration; strong cross-functional relationship builder
• Flexible, but not afraid of a healthy debate -- brings a strong point of view, but open to considering alternatives
• Partner with Sales leadership on top of funnel programs, marketing initiatives and community/company events to drive awareness of Grafana’s brand and the problems we help solve
• Understanding your key customers’ strategies for adoption of Grafana technologies and developing programs and collateral to enable them to be successful
• 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 while they help prospects evaluate our software with discovery, demonstrations, key stakeholder interviews, workshops and technical validation, including POVs and Mutual Account Plans

Preferred Qualifications

• Experience in Open Source selling or Cloud first/Product led sales go to market motion a big plus
• Direct experience in DevOps (IaC, CI/CD, GitHub Actions, etc) a plus
• Experience with complex, enterprise sales

Benefits

• Equity
• Bonus (if applicable)