Senior Manager, Solutions Engineering

Summary

Join Grafana Labs as a Senior Manager of Solutions Engineering in NYC and New England! You will lead and mentor a team of Solution Engineers, overseeing regional GTM execution and contributing to new customer acquisition. Responsibilities include building playbooks, collaborating with marketing and product teams, and exceeding revenue targets. You will be a thought leader, guiding your team and key accounts. This role demands strong leadership, strategic planning, and a proven track record in sales and team management within the high-tech industry. The position offers a competitive compensation package and benefits.

Requirements

• Located in Greater Boston or Great New York City Area
• 3+ years leading a team, 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
• 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
• 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

Responsibilities

• Attract, recruit, ramp, and mentor a team of great Presales SE’s from diverse backgrounds and experiences
• Own your teams PG plan in partnership with your sales and sales leader couterparts, helping build pipeline for new logo targets
• Get the best out of your team with a coaching mindset and lead from the front approach. Adopting a player/coach mentality will be critical here, ensuring that you balance your field responsibilities with the needs of your team
• Lead from the front! Executive sponsorship of key accounts in the region will be key to your success. The right candidate will be a thought leader to customers and internally within Grafana Labs
• 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 region
• 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
• Direct experience in DevOps (IaC, CI/CD, GitHub Actions, etc)

Benefits

• Equity
• Bonus (if applicable)
• Other benefits listed on our careers page