Manager, Solution Engineering

Details

Grafana Labs is a remote-first, open-source powerhouse with more than 20M users of Grafana globally. The company helps organizations manage observability strategies with the Grafana stack (including Grafana Cloud and Grafana Enterprise Stack) and OSS projects such as Grafana Mimir (metrics), Grafana Loki (logs), and Grafana Tempo (traces).

Role overview

As a Manager of Solutions Engineering for the UK Region, you will build and manage a team of high-performing Solution Engineers. You will own the regional build-out in partnership with sales leadership, adopt and evolve GTM strategies (OSS-specific and commercial/cloud), collaborate with Customer Experience, Marketing, Product Management, and Engineering, and drive customer adoption and expansion. You will influence product roadmap through customer and team feedback and be accountable for meeting and exceeding regional financial targets.

Responsibilities

• Attract, recruit, ramp and mentor a team of Presales Solution Engineers from diverse backgrounds.
• Lead with a servant leadership, player/coach mentality balancing field responsibilities with team needs.
• Own regional planning, actions, and outcomes based on leadership guidance and goals.
• Partner with UK Sales leadership on customer programs, marketing initiatives, and community/company events.
• Provide executive sponsorship for key regional accounts and act as a thought leader/partner to customers.
• Understand customers’ strategies for adopting Grafana technologies and develop enablement programs and collateral.
• Partner with Product Management and Engineering to ensure customer requirements are met and to influence prioritization.
• Report on quarter-over-quarter cadence while supporting evaluations via demos, technical deep dives, trials, and POVs.
• Drive enablement and sell-with/through channel partners (local, geo, global; RSIs and GSIs).

Requirements

• Located in the United Kingdom.
• 5–10 years in the high tech industry in roles such as Developer, Architect, Sales Engineer/Architect, Manager, etc., with experience leading teams.
• Proven success in a fast-paced, high-growth, remote-first startup environment.
• Proven track record mentoring, developing people, and managing performance over time.
• Direct experience implementing/executing a formal sales methodology (e.g., COM, Value Selling, qualification frameworks like MEDDPICC).
• Proven ability to own a book of business and direct your own and your team's initiatives to exceed quarterly targets.
• Direct experience selling monitoring, data, or visualization products.
• Demonstrated ability to work effectively with sales leadership counterparts.

Bonus (nice-to-have)

• Experience with Open Source selling or Cloud-first / product-led sales motions.

Compensation & Rewards

In the UK, the OTE (On-Target Earnings) compensation range for this role is £143,000 - £171,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All roles include Restricted Stock Units (RSUs).

Note: Compensation ranges are country specific. If applying from a different location, your recruiter will discuss your market’s defined pay range & benefits.

Why You’ll Thrive at Grafana Labs

• 100% Remote, Global Culture
• Scaling organization with meaningful work
• Transparent communication and approachable leadership
• Innovation-driven environment with open source roots
• Empowered teams and career growth pathways
• In-person onboarding and 30 days annual leave (global policy; local legislation applies)

Equal Opportunity & Privacy

Grafana Labs is an equal opportunity employer. The company may utilize AI tools in recruitment to assist matching information in CVs; recruitment teams will continue to review CVs manually. For information on personal data usage, see the privacy policy.

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