As a Manager of Solutions Engineering for the commercial segment at Grafana Labs, you will be responsible for all aspects of building and managing a team of high-performing Solution Engineers and Associate Solutions Engineers.  You will oversee the regional GTM execution with your sales leader counterparts, with a focus on helping us acquire new customers and building playbooks to help us be successful in our evolution. You will coach and grow SEs early in their career into mid-level and Enterprise Solutions Engineers.  You’ll work with marketing to drive top of funnel programs in your territory to help drive awareness and drive pipeline.  You’ll also work closely with Product Management and Engineering to ensure that we are constantly delivering value to our customers by influencing the roadmap, based on feedback from the field, as well as leveraging your own experience in the Observability and customer ecosystem.  You will be responsible for hitting and exceeding your region’s revenue targets, new logo targets and ultimately, our company’s goals.  Your impact will be felt globally when the job is done well.  

Key Responsibilities:

• Attract, recruit, ramp, and mentor a team of great Presales SE’s from diverse backgrounds and experiences.  
• Get the best out of your team with a coaching mindset and lead from the front approach.  Adopting a player/coach mentality will be critical here, ensuring that you balance your field responsibilities with the needs of your team. 
• This role requires you to lead from the front! Executive sponsorship of key accounts in the region will be key to your success.  The right candidate will be a thought leader to customers and internally within Grafana Labs. 
• Direct the bulk of your day-to-day work based on guidance and goals from your leadership, owning the planning, actions and outcomes of the region.  
• Partner with Sales leadership on top of funnel programs, marketing initiatives and community/company events to drive awareness of Grafana’s brand and the problems we help solve. 
• Understanding your key customers’ strategies for adoption of Grafana technologies and developing programs and collateral to enable them to be successful.  
• Ensure that your customers’ requirements are being met with our product through partnership with Product Management and Engineering 
• Own and report on the quarter over quarter cadence of your team while they help prospects evaluate our software with discovery, demonstrations, key stakeholder interviews, workshops and technical validation, including POVs and Mutual Account Plans 
• Own your teams PG plan in partnership with your sales and sales leader counterparts, helping build pipeline for new logo targets

Requirements

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

In the United States, the OTE compensation range for this role is $234,000 - $278,000.  Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable), and other benefits listed on our careers page.

*Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process.