Manager, Solutions Engineering

About Grafana Labs

Grafana Labs is a remote-first, open-source powerhouse, empowering over 20 million users globally with its visualization tool, Grafana. Our dashboards are ubiquitous, seen from NASA launches to Wimbledon. We assist over 3,000 companies, including Bloomberg and eBay, in managing their observability strategies through the Grafana LGTM Stack, offering scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo) via Grafana Cloud or Grafana Enterprise Stack.

We are rapidly growing while maintaining our core values: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our environment fosters innovation, transparency, autonomy, and trust.

We encourage applications even if you don't meet every single requirement; this could be a truly career-defining opportunity.

The Opportunity: Manager, Solutions Engineering

As a Manager, Solutions Engineering for the West region at Grafana Labs, you will be pivotal in building and leading a high-performing team of Solution Engineers. You will drive regional expansion in collaboration with sales leadership, implementing existing open-source GTM strategies and developing new ones. You will partner with Customer Experience to ensure successful product adoption through professional services, support, training, and customer success.

Your role involves collaborating with marketing to boost community engagement and product adoption for both open-source and commercial/cloud offerings. Furthermore, you will work closely with Product Management and Engineering, influencing the product roadmap with customer and team feedback, and your own expertise in Monitoring and Observability, to deliver constant value. Your ultimate goal is to exceed regional financial targets and contribute to the company's global objectives.

What You Will Be Doing

• Attract, recruit, ramp, and mentor a diverse team of presales Solution Engineers, fostering their career development with a servant-based leadership approach and a player/coach mentality.
• Own regional planning, actions, and outcomes, aligning with leadership guidance and goals.
• Partner with East Sales leadership on customer programs, marketing initiatives, and community events to drive adoption and expansion.
• Provide executive sponsorship for key accounts, acting as a thought leader and partner to customers and the company.
• Understand customer strategies for Grafana technologies and develop enabling programs and collateral.
• Collaborate with Product Management and Engineering to ensure product alignment with customer requirements, prioritizing efforts with data-driven insights.
• Report on team cadence, evaluating software with demonstrations, technical deep dives, trials, and Proofs of Value (POVs).
• Identify and drive enablement and sell-with/through opportunities with local, geo, and global channel partners (RSIs and GSIs).

What Makes You a Great Fit?

• Must be located on the West Coast of the United States.
• 3-4 years of experience leading a team as a manager.
• 7-10 years in the high-tech industry, with roles such as Developer, Architect, or Sales Engineer.
• Proven track record of mentoring individual contributors and managing performance.
• Experience in Open Source selling or a Cloud-first/Product-led sales go-to-market motion is highly desirable.
• Direct experience implementing or executing formal sales methodologies (e.g., COM, Value selling, MEDDPICC).
• Direct experience selling monitoring, data, or visualization products.
• Demonstrated ability to own a book of business and direct team initiatives to exceed quarterly targets.

Compensation & Rewards

For this role in the United States, the On-Target Earnings (OTE) compensation range is $241,000 - $286,000. Actual compensation may vary based on experience, level, and skillset, as determined during the interview process. Benefits include equity, bonus (if applicable), and other benefits detailed on our careers page. Compensation ranges are country-specific; discussions regarding your specific market's pay range and benefits will occur with your recruiter if applying from a different location.

Why You’ll Thrive At Grafana Labs

• 100% Remote, Global Culture: Work with talent worldwide in a collaborative environment.
• Scaling Organization: Engage in meaningful work within a high-growth, evolving company.
• Transparent Communication: Experience open decision-making and regular company-wide updates.
• Innovation-Driven: Autonomy and support to innovate and ship impactful work.
• Open Source Roots: A community-driven ethos that shapes our work.
• Empowered Teams: A high-trust, low-ego culture focused on outcomes.
• Career Growth Pathways: Clear opportunities for professional development.
• Approachable Leadership: Visible, involved, and human executive leadership.
• Passionate People: Join a supportive team deeply committed to their work.
• In-Person Onboarding: Thrive from day one with fellow 'Grafanistas' and learn about our culture.
• Balance is Key: Enjoy a global annual leave policy of 30 days, including 3 Grafana Shutdown Days.

Key skills/competency

• Solutions Engineering Management
• Presales Leadership
• Observability (Mimir, Loki, Tempo)
• Go-to-Market Strategy
• Customer Engagement
• Sales Enablement
• Product Roadmap Influence
• Mentoring & Development
• Open Source GTM
• Account Management