Manager of Solutions Engineering

Grafana; United States; Remote; USD 180,000 - 230,000; Full time

Benefits offered by this job

Vacation 30 days

Healthcare benefits

Parental leave

Learning stipend

Remote-friendly

Headspace mindfulness access

Job summary

Grafana Labs seeks a Manager of Solutions Engineering for Enterprise to build and lead a high-performing team that drives adoption of Grafana across large healthcare, finance, and technology customers. You will own the regional go-to-market strategy with sales leaders and shape programs with marketing and product to maximize impact.

You will mentor Presales SEs, lead from the front, and coordinate with customer success and engineering to ensure customers achieve successful rollouts and exceeding

Qualifications

• Experience selling OSS or cloud-first go-to-market motions.
• Proven ability to partner with sales leadership and drive revenue.
• 5+ years in high-tech roles including mentoring and performance management.
• Direct experience with DevOps, IaC, CI/CD or GitHub Actions a plus.
• Track record selling monitoring/data/visualization products.
• Able to own and drive a regional book of business to exceed targets.
• Familiarity with MEDDPICC or similar qualification frameworks.

Responsibilities

• Build and manage a high-performing Solutions Engineering team for Enterprise.
• Own regional GTM strategy in partnership with sales leadership and marketing.
• Collaborate with Customer Experience, Product, and Engineering to ensure customer value and adoption.
• Lead executive sponsorship of key accounts and drive regional revenue growth.
• Mentor engineers, coach from the front, and balance field duties with team needs.
• Develop programs and collateral to enable customers to adopt Grafana products.

Skills

Open Source selling

Cloud-first sales

Collaborating with sales leadership

People management

Mentoring & coaching

DevOps experience

Monitoring & data visualization sales

Book of business ownership

MEDDPICC / messaging frameworks

Job description

• As a Manager of Solutions Engineering for Enterprise 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
• You’ll work with marketing to drive community and adoption programs in the region designed to broaden the adoption of both OSS and commercial/cloud versions of our products
• You’ll also work closely with Product Management and Engineering to ensure that we are constantly delivering value to our customers by influencing the roadmap, based on your customers and team feedback, as well as leveraging your own experience in the Monitoring and Observability space. All of this will be required for you to hit and then exceed your region’s financial targets and ultimately, our company’s goals. Your impact will be felt globally when the job is done well
• 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

Benefits

• Vacation: Balance is key. Our team enjoys 30 days of paid vacation each year on top of national holidays, parental leave, and sick leave. We also take a breather on a number of Grafana Shutdown Days each year
• Healthcare: We’re proud to provide health coverage or stipends for our colleagues in the US, UK, Canada, the Netherlands, Sweden, Singapore, and India
• Retirement planning: There’s no time like the present to start saving for your future. We make employer contributions into the pension pots of our team members in the US, UK, Canada, the Netherlands, Sweden, and Germany
• Professional development: On top of a $1,500 annual learning and development stipend, Grafanistas have thousands of on-demand courses at their fingertips to help them grow professionally. Want to attend a conference or training? Go ahead. Just pass on what you learned
• Work location: Vast majority of our roles are fully remote, focused on hiring the best talent and allowing you to perform from the comfort of your home. If you fancy a change of scene, we’ll also reimburse you up to $175 a month for a personal co-working space
• Choice of tech: There’s no one-size-fits-all when it comes to the tech required to do your job. Choose the laptop and accessories you need when you join us, and we’ll refresh them every three years
• Mindfulness: When you join the team, you can sign up for a complimentary subscription to Headspace to take advantage of the benefits of mindfulness and meditation. Our wellbeing resource group also organize sessions run by fellow Grafanistas or external trainers
• Global Employee Assistance Program: We offer all team members a 100% confidential support service with 24/7 365 access to professionally qualified counsellors and specialists
• Paid parental leave: Grafana offers paid parental leave to all eligible new parents. This offers Grafanistas time to bond with and care for their children in the first year after birth or adoption

Experience and Qualifications

• Experience in Open Source selling or Cloud first/Product led sales go to market motion a big plus
• Proven ability to work with sales leader counterparts
• 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 in DevOps (IaC, CI/CD, GitHub Actions, etc) a plus
• 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
• Direct experience implementing and/or executing a formal sales methodology, Command of the Message, qualification frameworks like MEDDPICC