Manager, Solutions Engineering

Details

Grafana Labs is a remote-first, open-source company with a global user base for Grafana and the Grafana observability stack (Grafana Mimir for metrics, Grafana Loki for logs, Grafana Tempo for traces). The company supports both Grafana Cloud (managed) and the Grafana Enterprise Stack (self-managed).

Role overview

As a Senior Manager of Solutions Engineering for the East Region you will build and lead a high-performing team of Solution Engineers (Presales SEs). You will own regional hiring and team build-out in partnership with Sales leadership, drive OSS- and cloud/product-led GTM strategies, partner with Customer Experience, Marketing, Product Management and Engineering, and be accountable for hitting and exceeding regional financial targets. The role requires a player/coach mentality, executive sponsorship of key accounts, and influencing product roadmap based on customer and team feedback.

Responsibilities

• Attract, recruit, ramp, mentor and develop a diverse team of Presales Solution Engineers.
• Operate as a player/coach: balance field responsibilities with team management and coaching.
• Provide executive sponsorship for key accounts and act as a thought leader for customers and internally.
• Own regional planning, actions and outcomes in partnership with leadership.
• Partner with Sales leadership on top-of-funnel programs, marketing initiatives and community/company events to drive awareness and adoption.
• Understand key customers' adoption strategies and develop enablement programs and collateral.
• Partner with Product Management and Engineering to ensure customer requirements are met and to influence the roadmap.
• Own and report quarterly team cadence while supporting discovery, demos, stakeholder interviews, workshops, technical validation, POVs and mutual account plans.
• Own your team’s product growth (PG) plan and help build pipeline for new logo targets.

Requirements

• Located in the Greater New York City Area (position listed as United States - Remote / EST region).
• 5+ years in the high-tech industry in roles such as Developer, Sales Engineer/Architect, Manager, etc.
• Direct experience mentoring, developing people and managing performance over time.
• Experience with open-source selling or cloud-first / product-led GTM motions is a significant plus.
• Experience implementing/executing formal sales methodologies (e.g., Command of the Message) and qualification frameworks like MEDDPICC.
• Direct experience selling monitoring, data or visualization products and with the observability space.
• Familiarity with DevOps tooling and practices (IaC, CI/CD, GitHub Actions) is a plus.
• Proven ability to own a book of business and to work effectively with sales leader counterparts.

Compensation

• In the US, OTE (On-Target Earnings) range: $234,000 - $278,000. Actual compensation may vary based on level, experience and skillset. All roles include Restricted Stock Units (RSUs). Compensation ranges are country specific.

Why you’ll thrive at Grafana Labs / Benefits

• 100% remote, global culture; remote-only company.
• Scaling organization with career growth pathways and approachable leadership.
• Open-source roots and innovation-driven environment.
• In-person onboarding to help new hires ramp with peers.
• Global annual leave policy of 30 days per annum (with 3 days reserved for Grafana Shutdown Days); local legislation compliance where applicable.

Other

• Grafana Labs is an Equal Opportunity Employer.
• The company may utilize AI tools in its recruitment process to assist matching CVs to job postings; recruitment review remains manual.
• #LI-Remote