Manager, Solutions Engineering | West Coast | Remote

Grafana Labs is seeking a Manager of Solutions Engineering for Commercial to lead a team of high-performing Solution Engineers on the West Coast. The successful candidate will be responsible for building and managing a team, developing sales strategies, and working with customers to ensure successful adoption of Grafana products.

The Opportunity: As a Manager of Solutions Engineering for Commercial 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.

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.
• Lead from the front, providing executive sponsorship of key accounts in the region.
• 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.
• Understand your key customers’ strategies for adoption of Grafana technologies and develop 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.

What Makes You a Great Fit:

• Located on the West 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: The OTE (On-Target Earnings) compensation range for this role is $234,000 - $278,000.

Why You’ll Thrive at Grafana Labs:

• 100% Remote, Global Culture
• Scaling Organisation
• Transparent Communication
• Innovation-Driven
• Open Source Roots
• Empowered Teams
• Career Growth Pathways
• Approachable Leadership
• Passionate People
• In-Person onboarding
• Balance is Key