Manager, Solutions Engineering | AMER | Remote

The Opportunity As a Manager of Solutions Engineering for Majors at Grafana Labs, you will be responsible for all aspects of building and managing a team of high-performing Solution Engineers. You will own the regional build-out with your sales leader counterparts, adopting existing OSS Specific GTM strategies and developing new ones as needed. You’ll work with your Customer Experience counterparts to ensure that your customers are successful after the sale, in their adoption and roll-out of Grafana products through professional services, support, training, and customer success. You’ll work with marketing to drive community and adoption programs in the region designed to broaden the adoption of both OSS and commercial/cloud versions of our products. 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 your customers and team feedback, as well as leveraging your own experience in the Monitoring and Observability space. All of this will be required for you to hit and then exceed your region's financial targets and ultimately, our company’s goals. Your impact will be felt globally when the job is done well. What You’ll Be Doing - 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. What Makes You a Great Fit - Located in the 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. Compensation & Rewards In the US, the OTE (On-Target Earnings) compensation range for this role is $234,000 - $278,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process.