Manager, Solutions Engineering | West 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.

DevOps @ 1 GitHub @ 1 GitHub Actions @ 1 Grafana @ 4 IaC Leadership @ 4 Marketing @ 4 Mentoring @ 4 Observability @ 4 Product Management @ 4

Details

Grafana Labs is seeking a Manager of Solutions Engineering for Enterprise to build and manage a high-performing team of Solutions Engineers. The role owns regional development in partnership with sales leadership, supports open-source and cloud-first go-to-market strategies, and collaborates with Customer Experience, Marketing, Product Management, and Engineering to drive customer adoption and product value.

Responsibilities

Attract, recruit, onboard, mentor, and develop a diverse team of presales Solutions Engineers.
Coach the team and lead from the front while balancing field responsibilities with team leadership.
Provide executive sponsorship for key regional accounts and act as a thought leader for customers and internal teams.
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 customers’ Grafana adoption strategies and develop programs and collateral to support successful adoption.
Partner with Product Management and Engineering to ensure customer requirements are addressed by the product.
Oversee the team’s evaluation work, including discovery, demonstrations, stakeholder interviews, workshops, technical validation, proofs of value, and mutual account plans.
Own and report on the team’s quarter-over-quarter operating cadence.
Own the team’s pipeline-generation plan in partnership with sales leadership and sales counterparts.
Help build pipeline for new-logo targets and exceed quarterly regional targets.

Requirements

Located on the West Coast of 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, and managing people over time.
Experience with open-source selling or cloud-first and 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 such as infrastructure as code, continuous integration and continuous delivery, and GitHub Actions is a plus.
Ability to own a book of business, independently direct team initiatives, and exceed quarterly targets.
Ability to work effectively with sales leadership counterparts.
Experience with Grafana technologies and the monitoring and observability space is relevant to the role.

Benefits

100% remote work in a global culture.
Restricted Stock Units (RSUs).
In-person onboarding.
30 days of annual leave per year, including 3 Grafana Shutdown Days, subject to local legislation.
Career growth opportunities and an innovation-driven, transparent, empowered work environment.