Manager, Solutions Engineering | East Coast | Remote

📍 United States

USD 234,000-278,000 per year

SENIOR

✅ Remote

Tech Stack
Tag name is followed by "@" symbol and proficiency level value. About proficiency levels:

1-2 — basic awareness. Minimal hands-on experience, and a rudimentary understanding of the technology's purpose;

3-6 — daily use. Comfortable and regular usage, capable of handling common tasks and challenges related to the technology;

7-9 — you are an expert, you can teach others, you know all the pitfalls and tricks;

10 — exceptional knowledge, comprehensive understanding, and adeptness in all aspects of the technology, including advanced problem-solving. Think twice before claiming or demanding such level.

CI/CD @ 1 DevOps @ 1 GitHub @ 1 GitHub Actions @ 1 Grafana @ 4 IaC Leadership @ 6 Marketing @ 4 Mentoring @ 4 Observability @ 6 Product Management @ 4

Details

Grafana Labs is seeking a Manager of Solutions Engineering for Enterprise to build and manage a high-performing team of Solution Engineers. The role is responsible for regional build-out, sales engineering strategy, customer adoption, and collaboration with Sales, Marketing, Customer Experience, Product Management, and Engineering. The position focuses on Grafana Cloud and open-source observability solutions, including monitoring, data, and visualization products.

Responsibilities

Attract, recruit, onboard, mentor, and develop a diverse team of presales Solution Engineers.
Coach and manage team performance while maintaining a player/coach approach and contributing to field responsibilities.
Provide executive sponsorship for key regional accounts and act as a thought leader for customers and internal teams.
Own regional planning, actions, outcomes, and day-to-day execution based on leadership goals.
Partner with Sales leadership on top-of-funnel programs, marketing initiatives, community programs, and company events.
Understand customer adoption strategies and develop programs and collateral to support successful adoption of Grafana technologies.
Partner with Product Management and Engineering to ensure customer requirements are addressed in the product.
Oversee the team's evaluation of Grafana software through discovery, demonstrations, stakeholder interviews, workshops, technical validation, proofs of value, and Mutual Account Plans.
Own and report on the team's quarter-over-quarter performance cadence.
Own the team's pipeline-generation plan in partnership with Sales and sales leadership counterparts.
Collaborate with Customer Experience teams to support post-sale adoption through professional services, support, training, and customer success.
Influence the product roadmap using customer and team feedback and experience in monitoring and observability.

Requirements

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

Compensation

The US on-target earnings compensation range is $234,000–$278,000 annually. Compensation may vary based on level, experience, and skill set. The role includes Restricted Stock Units (RSUs).