Manager, Solutions Engineering | AMER | Remote

Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. Built on open source and open standards and designed for interoperability across any stack, Grafana Cloud brings AI to observability and observability to AI, giving teams (and their agents) unified visibility so they can see, understand, and act on all their disparate data, wherever it lives, and move at the speed of their ambitions. Customers, including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce, rely on Grafana Labs. We are a 100% remote company with team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at grafana.com and follow us on LinkedIn and X.

We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.

You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity.

The Opportunity:

As a Manager of Solutions Engineering for Majors at Grafana Labs, you will be responsible for all aspects of building and managing a team of high-performing Solution Engineers. You will own the regional build-out with your sales leader counterparts, adopting existing OSS Specific GTM strategies and developing new ones as needed. You’ll work with your Customer Experience counterparts to ensure that your customers are successful after the sale, in their adoption and roll-out of Grafana products through professional services, support, training, and customer success. You’ll work with marketing to drive community and adoption programs in the region designed to broaden the adoption of both OSS and commercial/cloud versions of our products. You’ll also work closely with Product Management and Engineering to ensure that we are constantly delivering value to our customers by influencing the roadmap, based on your customers and team feedback, as well as leveraging your own experience in the Monitoring and Observability space. All of this will be required for you to hit and then exceed your region's financial targets and ultimately, our company's goals. Your impact will be felt globally when the job is done well.

What You’ll Be Doing:

• Attract, recruit, ramp, and mentor a team of great Presales SE’s from diverse backgrounds and experiences.  
• Get the best out of your team with a coaching mindset and lead from the front approach.  Adopting a player/coach mentality will be critical here, ensuring that you balance your field responsibilities with the needs of your team. 
• This role requires you to lead from the front! Executive sponsorship of key accounts in the region will be key to your success.  The right candidate will be a thought leader to customers and internally within Grafana Labs. 
• Direct the bulk of your day-to-day work based on guidance and goals from your leadership, owning the planning, actions and outcomes of the region.  
• Partner with Sales leadership on top of funnel programs, marketing initiatives and community/company events to drive awareness of Grafana’s brand and the problems we help solve. 
• Understanding your key customers’ strategies for adoption of Grafana technologies and developing programs and collateral to enable them to be successful.  
• Ensure that your customers’ requirements are being met with our product through partnership with Product Management and Engineering 
• Own and report on the quarter over quarter cadence of your team while they help prospects evaluate our software with discovery, demonstrations, key stakeholder interviews, workshops and technical validation, including POVs and Mutual Account Plans 
• Own your teams PG plan in partnership with your sales and sales leader counterparts, helping build pipeline for new logo targets

What Makes You a Great Fit:

• Located in the US
• 5+ years in the high tech industry having held roles such as Developer, Sales Engineer/Architect, Manager, etc.
• Direct experience mentoring, developing people and managing performance over time.
• Experience in Open Source selling or Cloud first/Product led sales go to market motion a big plus.  
• Direct experience implementing and/or executing a formal sales methodology,  Command of the Message, qualification frameworks like MEDDPICC.
• Direct experience selling monitoring/data/visualization products.  
• Direct experience in DevOps (IaC, CI/CD, GitHub Actions, etc) a plus
• Proven ability to own a book of business, direct your own and your team's work and initiatives to exceed your quarterly targets.
• Proven ability to work with sales leader counterparts

Compensation & Rewards

In the US, the OTE (On-Target Earnings) compensation range for this role is $234,000 - $278,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes-RSUs help us stay aligned and invested as we scale globally.

*Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process.

Why You’ll Thrive at Grafana Labs:

• 100% Remote, Global Culture -  As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose.
• Scaling Organization - Tackle meaningful work in a high-growth, ever-evolving environment.
• Transparent Communication - Expect open decision-making and regular company-wide updates.
• Innovation-Driven - Autonomy and support to ship great work and try new things.
• Open Source Roots - Built on community-driven values that shape how we work.
• Empowered Teams - High trust, low ego culture that values outcomes over optics.
• Career Growth Pathways - Defined opportunities to grow and develop your career.
• Approachable Leadership - Transparent execs who are involved, visible, and human.
• Passionate People - Join a team of smart, supportive folks who care deeply about what they do.
• In-Person onboarding - We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it. 
• Balance is Key - We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. *We will comply with local legislation where applicable.

Equal Opportunity Employer: Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organisation, and we work hard to ensure that is the foundation of our organisation as we grow.

Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings.

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