Manager, Solutions Engineering | AMER | Remote

Details

Grafana Labs is seeking a Manager of Solutions Engineering for Majors to build and manage a high-performing team of Solutions Engineers across the AMER region. The role partners closely with Sales, Customer Experience, Marketing, Product Management, and Engineering to drive adoption of Grafana products, influence the product roadmap, support customer success, and exceed regional financial targets.

Responsibilities

• Attract, recruit, ramp, mentor, and manage a team of Presales Solutions Engineers from diverse backgrounds.
• Coach and develop team members while maintaining a player/coach approach and balancing field responsibilities with team needs.
• Provide executive sponsorship for key regional accounts and act as a thought leader for customers and internally at Grafana Labs.
• Own regional planning, actions, and outcomes based on leadership guidance and goals.
• Partner with Sales leadership on top-of-funnel programs, marketing initiatives, community programs, and company events.
• Understand key customers’ adoption strategies and develop programs and collateral to support their success.
• Partner with Product Management and Engineering to ensure customer requirements are addressed by the product.
• Oversee the team’s work helping prospects evaluate Grafana software through discovery, demonstrations, stakeholder interviews, workshops, technical validation, proofs of value, and Mutual Account Plans.
• Own and report on the team’s quarterly operating cadence.
• Own the team’s pipeline-generation plan in partnership with Sales and Sales leadership counterparts.

Requirements

• Located in the United States.
• At least 5 years of experience in the high-tech industry, including roles such as Developer, Sales Engineer, Solutions Architect, or Manager.
• Direct experience mentoring, developing people, and managing performance over time.
• Experience with open-source selling or a cloud-first/product-led sales go-to-market motion is a plus.
• Experience implementing or executing a formal sales methodology, including Command of the Message and qualification frameworks such as MEDDPICC.
• Direct experience selling monitoring, data, or visualization products.
• Experience with DevOps, including infrastructure as code, CI/CD, or GitHub Actions, is a plus.
• Ability to own a book of business, direct personal and team initiatives, and exceed quarterly targets.
• Proven ability to work with Sales leadership counterparts.

Compensation & Rewards

• US on-target earnings compensation range: $234,000–$278,000 per year.
• Compensation may vary based on level, experience, and skills assessed during the interview process.
• All roles include Restricted Stock Units (RSUs).

Benefits

• 100% remote work in a global culture.
• In-person onboarding.
• Global annual leave policy of 30 days per year, including three Grafana Shutdown Days, subject to local legislation.
• Career growth opportunities, transparent communication, empowered teams, and an open-source-focused culture.

Grafana Labs is an equal opportunity employer. The company may use AI tools during recruitment to assist with matching CV information to job postings, while recruitment staff continue to manually review applications.