Manager, Solutions Engineering | East Coast | Remote

Overview

Manage and build a team of Solutions Engineers (Presales SEs) for enterprise customers in the East Coast region, owning regional go-to-market, customer success coordination, community adoption programs, and the team's revenue targets.

What you'll do

• Attract, recruit, ramp, and mentor a team of Presales SEs from diverse backgrounds and experiences.
• Coach the team with a coaching mindset and lead from the front, balancing field responsibilities with team needs as a player/coach.
• Provide executive sponsorship of key accounts in the region.
• Act as a thought leader to customers and internally within Grafana Labs.
• Own the planning, actions and outcomes of the region, directing day-to-day work based on leadership guidance and goals.
• Partner with Sales leadership on top-of-funnel programs, marketing initiatives and community/company events to drive awareness of Grafana's brand.
• Understand key customers' adoption strategies for Grafana technologies and develop programs and collateral to enable their success.
• Ensure customer requirements are met by the product through partnership with Product Management and Engineering.
• Own and report on the quarter-over-quarter cadence of the team, supporting prospects through discovery, demonstrations, stakeholder interviews, workshops and technical validation, including POVs and Mutual Account Plans.
• Own the team's PG plan in partnership with Sales and Sales leader counterparts, building pipeline for new logo targets.
• Work with Customer Experience counterparts to ensure customers succeed after the sale in adoption and roll-out through professional services, support, training, and customer success.
• Work with marketing to drive community and adoption programs in the region for OSS and commercial/cloud versions of products.

What you'll need

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

Nice to have

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

Details

• Location: United States (Remote).
• OTE compensation range in the US: $234,000 - $278,000, varying by level, experience, and skillset; includes Restricted Stock Units (RSUs).
• In-person onboarding provided.
• Global annual leave policy of 30 days per annum, including 3 days reserved for Grafana Shutdown Days.