Manager, Solutions Engineering | TOLA | Remote

Details

Grafana Labs is a remote-first, open-source company that builds observability tooling used globally (Grafana, Grafana Cloud, Grafana Mimir, Grafana Loki, Grafana Tempo). As Manager of Solutions Engineering for the Central region (TOLA), you will build and lead a high-performing team of Solution Engineers, partner with Sales, Customer Experience, Marketing, Product and Engineering, and drive regional adoption and expansion of both open-source and commercial/cloud Grafana products. You will influence product roadmap based on customer and team feedback and be responsible for meeting and exceeding regional financial targets.

Responsibilities

• Attract, recruit, ramp, and mentor a diverse team of Presales Solution Engineers.
• Act as a player/coach: balance field responsibilities with team leadership, mentoring and career development.
• Own regional planning, execution and outcomes based on leadership guidance and goals.
• Partner with Sales leadership on customer programs, marketing initiatives and community events to drive adoption and expansion.
• Provide executive sponsorship for key accounts and act as a strategic thought partner for customers.
• Understand key customers’ strategies for adopting Grafana technologies and create programs and collateral to enable their success.
• Partner with Product Management and Engineering to ensure customer requirements are met and to influence the product roadmap using data-driven analyses of wins/losses and needs.
• Report on quarter-over-quarter cadence as your team helps prospects with demonstrations, technical deep dives, trials and POVs.
• Drive enablement and sell-with/sell-through programs with channel partners (RSIs and GSIs) at local, geo and global levels.

Requirements

• Must be located in Texas.
• Must be fluent in English and fluent in Spanish or Portuguese (both written and spoken).
• 3-4 years experience leading a team as a manager.
• 7-10 years in the high tech industry in roles such as Developer, Architect, Sales Engineer, etc.
• Proven track record of mentoring, developing people and managing performance over time.
• Experience with Open Source selling or Cloud-first / Product-led sales go-to-market motions is a big plus.
• Direct experience implementing and/or executing a formal sales methodology (examples provided: COM, Value selling, MEDDPICC).
• Direct experience selling monitoring, data, or visualization products.
• Proven ability to own a book of business and direct your own and your team's initiatives to exceed quarterly targets.

Compensation & Benefits

• In the United States, the OTE compensation range for this role is $219,000 - $263,000 (OTE). Actual compensation may vary based on level, experience, and skillset.
• Benefits include equity, bonus (if applicable), and other benefits listed on Grafana Labs' careers page.
• 100% remote company culture with global teams; in-person onboarding is provided.
• Global annual leave policy of 30 days per annum (with 3 reserved for Grafana Shutdown Days); local legislation will be complied with where applicable.
• Emphasis on transparent communication, innovation, career growth pathways, and inclusive equal opportunity hiring.

Notes

• The posting emphasizes working across Sales, Customer Experience, Marketing, Product and Engineering and requires strong presales leadership experience in the monitoring/observability space.
• Grafana Labs may utilize AI tools in its recruitment process to assist matching CVs to job postings.