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.

• Take ownership of regional team development alongside sales leadership counterparts.

• Implement existing open-source-specific go-to-market strategies while creating new ones.

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

• Work together with Marketing on regional community engagement and adoption initiatives.

• Partner with Product Management and Engineering to influence the product roadmap based on feedback from customers and the team.

• Attract, recruit, onboard, mentor, coach, and manage the performance of Presales Solution Engineers.

• Balance field responsibilities with team needs while acting as a player/coach.

• Provide executive sponsorship for key regional accounts and serve as a thought leader for both customers and internally.

• Own regional planning, actions, outcomes, and quarterly objectives.

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

• Develop customer adoption programs and associated collateral.

• Ensure that customer requirements are fulfilled by the product.

• Report on the team's progress quarterly, detailing activities during discovery, demonstrations, stakeholder interviews, workshops, technical validations, POVs, and Mutual Account Plans.

• Manage the team’s pipeline-generation strategy in collaboration with Sales leadership.

⛳️ Requirements

• Must be located in the US.

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

• Demonstrated 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 advantageous.

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

• Direct experience in selling monitoring, data, or visualization products.

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

• Proven track record of managing a book of business and directing both personal and team initiatives to surpass quarterly targets.

• Established ability to collaborate effectively with sales leader counterparts.

🏝️ Benefits

• Restricted Stock Units (RSUs).

• Fully remote work environment with a global culture.

• Opportunities for career advancement.

• In-person onboarding experience.

• 30 days of annual leave each year.

• 3 annual leave days designated for Grafana Shutdown Days.

• Commitment to transparent communication and regular updates across the company.

• Autonomy and support to deliver exceptional work and explore new ideas.

• A culture that is empowered, high-trust, and low-ego.