Senior Manager, Solutions Engineering

Summary

Join Grafana Labs as a Senior Manager of Solutions Engineering for the Central Region! You will lead and mentor a team of Solution Engineers, building and managing them to achieve regional financial targets. This role involves working closely with sales, customer experience, marketing, product management, and engineering teams. You will be responsible for attracting, recruiting, and developing your team, leading from the front on key accounts, and partnering with sales leadership on various initiatives. Success in this position requires proven experience in high-tech sales, mentoring, and managing performance, along with expertise in open-source selling and monitoring/data/visualization products. The role offers a competitive compensation package and the opportunity to make a significant global impact.

Requirements

• Located in Central Region of the US
• 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
• 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
• This role requires you to 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
• Own your teams PG plan in partnership with your sales and sales leader counterparts, helping build pipeline for new logo targets

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

Benefits

• 100% Remote, Global Culture - As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose
• 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
• Passionate People – Join a team of smart, supportive folks who care deeply about what they do
• In-Person onboarding - We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it
• Balance is Key - We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. *We will comply with local legislation where applicable