Manager of Solutions Engineering for Enterprise at Grafana Labs

What You’ll Be Doing:

As a Manager of Solutions Engineering for Enterprise at Grafana Labs, you will:

• Attract, recruit, ramp, and mentor a team of great Presales Solution Engineers from diverse backgrounds and experiences.
• Lead your team with a coaching mindset and adopt a player/coach mentality, balancing field responsibilities with team needs.
• Serve as a thought leader for customers and internally within Grafana Labs, executing executive sponsorship of key accounts in the region.
• Direct day-to-day work based on leadership guidance, owning planning, actions, and outcomes for the region.
• Partner with Sales leadership on top-of-funnel programs, marketing initiatives, and community/company events to drive Grafana’s brand awareness.
• Understand key customers’ strategies for adopting Grafana technologies and develop programs/collateral to enable their success.
• Ensure customer requirements are met through collaboration with Product Management and Engineering.
• Own and report on quarter-over-quarter cadence for your team, including discovery, demonstrations, stakeholder interviews, workshops, and technical validation.
• Lead your team’s PG (Pipeline Growth) plan in partnership with sales and sales leader counterparts, building pipeline for new logo targets.

What Makes You a Great Fit:

• Located on the West Coast.
• 5+ years in the high-tech industry, with roles such as Developer, Sales Engineer/Architect, or Manager.
• Direct experience in mentoring, developing people, and managing performance over time.
• Experience in Open Source selling or Cloud-first/Product-led sales go-to-market motion is a plus.
• Direct experience implementing a formal sales methodology, such as MEDDPICC.
• Direct experience selling monitoring/data/visualization products.
• Direct experience in DevOps (e.g., IaC, CI/CD, GitHub Actions) is a plus.
• Proven ability to own a book of business and exceed quarterly targets.
• Proven ability to work with sales leader counterparts.