Manager, Solutions Engineering | SEMEA | Remote

Details

Grafana Labs is seeking a Manager of Solutions Engineering for the SEMEA region. The role is responsible for building and managing a high-performing team of Solutions Engineers, partnering with sales, customer experience, marketing, product management, and engineering to drive adoption and expansion of Grafana products.

Responsibilities

• Attract, recruit, onboard, and mentor a team of Presales Solutions Engineers from diverse backgrounds and experiences.
• Lead through a servant-leadership approach while maintaining a player/coach mentality and balancing field responsibilities with team needs.
• Support mentoring, career development, and performance management.
• Own regional planning, actions, and outcomes based on leadership guidance and goals.
• Partner with SEMEA Sales leadership on customer programs, marketing initiatives, community events, and company events.
• Provide executive sponsorship for key regional accounts and act as a thought leader and partner to customers and the company within EMEA.
• Understand customers’ adoption strategies for Grafana technologies and develop programs and collateral to support their success.
• Partner with Product Management and Engineering to ensure customer requirements are addressed and to help prioritize work using data-driven analysis of wins, losses, needs, and wants.
• Own and report on the quarterly cadence of the team as they help prospects evaluate Grafana software through demonstrations, technical deep dives, trials, and proofs of value.
• Drive enablement and sales through channel partners, including regional, local, and global RSI and GSI partners.
• Work with Customer Experience teams to support customer adoption and rollout through professional services, support, training, and customer success.
• Work with Marketing to drive regional community and adoption programs for open-source and commercial/cloud products.
• Collaborate with Product Management and Engineering to influence the product roadmap based on customer and team feedback and experience in monitoring and observability.

Requirements

• Experience leading a team.
• 5–10 years of experience in the high-tech industry, with experience in roles such as Developer, Architect, Sales Engineer or Architect, or Manager.
• Proven success in a fast-paced, high-growth startup environment that is remote-first.
• Proven track record of mentoring, developing people, and managing performance over time.
• Experience successfully mentoring individual contributors.
• 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, such as COM, value selling, or qualification frameworks including MEDDPICC.
• Direct experience selling monitoring, data, or visualization products.
• Proven ability to own a book of business and direct personal and team initiatives to exceed quarterly targets.
• Fluency in English is required; a second European language is preferred.
• Located in Israel.

Compensation and Benefits

• Israel OTE compensation range: ILS 723,000–ILS 867,000 per year.
• Benefits include equity, bonus where applicable, and other benefits listed on Grafana Labs’ careers page.
• 100% remote work environment.
• In-person onboarding.
• Global annual leave policy of 30 days per year, including 3 Grafana Shutdown Days, subject to local legislation.
• Career growth opportunities and a collaborative, open-source-oriented culture.