Manager, Solutions Engineering

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

📋 Description

• Build and lead a high-achieving team of Solution Engineers.

• Collaborate with sales leadership to oversee the regional team expansion.

• Utilize existing OSS-specific go-to-market strategies while creating new ones as necessary.

• Work alongside Customer Experience teams to enhance customer adoption and implementation through professional services, support, training, and customer success initiatives.

• Partner with Marketing on community outreach and adoption initiatives to increase the use of open-source and commercial/cloud products.

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

• Recruit, train, coach, mentor, and evaluate the performance of Presales Solution Engineers.

• Provide executive sponsorship for significant regional accounts while acting as a thought leader.

• Manage regional planning, actions, and results in line with leadership objectives.

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

• Create customer adoption programs and supporting materials.

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

• Report on team activities as prospects assess software through discovery sessions, demonstrations, stakeholder interviews, workshops, technical validations, POVs, and Mutual Account Plans.

• Manage the team’s PG plan with sales counterparts and assist in building a pipeline for new-logo targets.

• Achieve and surpass regional financial goals.

⛳️ Requirements

• Reside on the West Coast.

• 5+ years of experience in the high-tech sector, having held positions such as Developer, Sales Engineer/Architect, Manager, etc.

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

• Experience in Open Source selling or Cloud-first/Product-led sales go-to-market strategies is highly advantageous.

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

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

• Familiarity with DevOps (IaC, CI/CD, GitHub Actions, etc.) is beneficial.

• Demonstrated ability to manage a book of business and direct both your and your team’s work and initiatives to exceed quarterly targets.

• Proven capability to collaborate effectively with sales leader counterparts.

🏝️ Benefits

• Restricted Stock Units (RSUs).

• Fully remote work environment.

• Opportunities for career advancement.

• In-person onboarding experience.

• 30 days of annual leave each year.

• 3 annual leave days specifically for Grafana Shutdown Days.

• Open communication and regular updates across the company.

• Freedom and encouragement to deliver exceptional work and explore new ideas.

• Empowered, high-trust, low-ego organizational culture.

• Accessible, engaged, and transparent leadership.