Solutions Engineering Manager

Summary

Join Grafana Labs as a Manager of Solutions Engineering for the commercial segment! You will build and manage a high-performing team of Solution Engineers, overseeing regional GTM execution and focusing on customer acquisition. Responsibilities include coaching and mentoring SEs, collaborating with marketing and product teams, and exceeding revenue targets. You will lead from the front, executive sponsoring key accounts, and driving top-of-funnel programs. Your impact will be felt globally, contributing to the company's overall success. The role requires strong leadership, technical expertise, and a proven track record in sales and team management.

Requirements

• Located in 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
• 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

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