Manager, Solutions Engineering

This is a fully remote position, open to applicants in United States.

📋 Description

• Assemble and oversee a high-achieving team of Solutions Engineers.

• Take charge of the regional team development alongside sales leadership counterparts.

• Implement existing open-source go-to-market strategies and create new strategies as required.

• Collaborate with Customer Experience teams to enhance post-sale adoption and implementation through professional services, support, training, and customer success initiatives.

• Partner with Marketing on community and adoption campaigns for open-source and commercial/cloud products.

• Work closely with Product Management and Engineering to shape the product roadmap informed by customer and team insights.

• Recruit, onboard, mentor, coach, and assess the performance of Presales Solutions Engineers.

• Balance field duties with team leadership by utilizing a player/coach model.

• Provide executive sponsorship for crucial regional accounts and act as a thought leader.

• Oversee regional planning, actions, and outcomes.

• Collaborate with Sales leadership on funnel programs, marketing activities, and community/company events.

• Create customer adoption programs and related materials.

• Ensure customer needs are met through collaboration with Product Management and Engineering.

• Report on quarterly team activities supporting discovery, demonstrations, stakeholder interviews, workshops, technical validation, POVs, and Mutual Account Plans.

• Manage the team’s pipeline-generation strategy and assist in building a pipeline for new-logo targets.

⛳️ Requirements

• Must be located on the East Coast.

• 5+ years of experience in the high-tech industry in roles such as Developer, Sales Engineer/Architect, Manager, etc.

• Proven experience in mentoring, developing individuals, and managing performance over time.

• Familiarity with Open Source sales or Cloud-first/Product-led sales go-to-market strategies is advantageous.

• Direct experience in implementing and/or executing a formal sales methodology, such as Command of the Message, or qualification frameworks like MEDDPICC.

• Hands-on experience selling monitoring, data, or visualization products.

• Background in DevOps, including IaC, CI/CD, or GitHub Actions, is a plus.

• Proven track record of managing a book of business and driving personal and team efforts to surpass quarterly targets.

• Established ability to collaborate with sales leadership counterparts.

🏝️ Benefits

• Restricted Stock Units (RSUs).

• Fully remote work with a global culture.

• Opportunities for career advancement.

• In-person onboarding experience.

• 30 days of annual leave each year.

• 3 annual leave days allocated for Grafana Shutdown Days.

• Open communication and regular updates company-wide.

• Freedom and support to innovate.

• Empowered, high-trust teams.

• Accessible leadership.