Manager, Solutions Engineering | West Coast | Remote

Grafana Labs

16h•$234,000 - $278,000•Remote

About The Position

Grafana Labs is seeking a Manager of Solutions Engineering for Enterprise to build and manage a team of high-performing Solution Engineers. This role involves owning regional build-out with sales leaders, adopting and developing Go-To-Market strategies, and ensuring customer success post-sale through professional services, support, training, and customer success initiatives. The manager will collaborate with marketing to drive community and adoption programs, and work closely with Product Management and Engineering to influence the roadmap based on customer and team feedback. The ultimate goal is to achieve and exceed regional financial targets, contributing to the company's overall success.

Requirements

Located on the West Coast
5+ years in the high tech industry having held roles such as Developer, Sales Engineer/Architect, Manager, etc.
Direct experience mentoring, developing people and managing performance over time.
Direct experience implementing and/or executing a formal sales methodology, Command of the Message, qualification frameworks like MEDDPICC.
Direct experience selling monitoring/data/visualization products.
Proven ability to own a book of business, direct your own and your team's work and initiatives to exceed your quarterly targets.
Proven ability to work with sales leader counterparts.

Nice To Haves

Experience in Open Source selling or Cloud first/Product led sales go to market motion a big plus.
Direct experience in DevOps (IaC, CI/CD, GitHub Actions, etc) a plus.

Responsibilities

Attract, recruit, ramp, and mentor a team of Presales SEs from diverse backgrounds and experiences.
Lead from the front with a coaching mindset, balancing field responsibilities with team needs.
Provide executive sponsorship for key accounts in the region and act as a thought leader to customers and internally.
Direct day-to-day work based on guidance and goals from leadership, owning regional planning, actions, and outcomes.
Partner with Sales leadership on top-of-funnel programs, marketing initiatives, and community/company events to drive brand awareness.
Understand key customers' strategies for adopting Grafana technologies and develop programs and collateral to enable their success.
Ensure customer requirements are met through partnership with Product Management and Engineering.
Own and report on the team's quarterly performance, including discovery, demonstrations, stakeholder interviews, workshops, and technical validation (POVs, Mutual Account Plans).
Own the team's pipeline generation plan in partnership with sales and sales leader counterparts to build pipeline for new logo targets.