SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Salary: USD 234,000 - 278,000 / annual
Grafana Labs is seeking a Manager of Solutions Engineering for the West Coast region to build and lead a high-performing team of Solutions Engineers. You will own the regional build-out in partnership with sales leadership, developing go-to-market strategies tailored to the observability and monitoring space. You'll drive customer success post-sale through professional services, support, training, and customer success partnerships. Collaborate with marketing on community and adoption programs to expand both open-source and commercial product adoption. Work closely with Product Management and Engineering to influence the roadmap based on customer feedback and your own expertise in monitoring and observability.
Key responsibilities include recruiting and mentoring a diverse team of presales engineers, adopting a player-coach mentality to balance field responsibilities with team leadership. You'll provide executive sponsorship for key accounts, positioning yourself as a thought leader internally and externally. Direct day-to-day work based on leadership guidance, owning regional planning, actions, and outcomes. Partner with sales on pipeline development, top-of-funnel programs, and marketing initiatives. Understand customer adoption strategies and develop enabling programs and collateral. Ensure customer requirements are met through product partnerships. Own quarterly cadence reporting while your team conducts discovery, demonstrations, stakeholder interviews, workshops, technical validation, POVs, and mutual account planning. Build pipeline for new logo targets in partnership with sales leadership.
REQUIREMENTS:
- Located on West Coast (preferred)
- 5+ years in high-tech industry (Developer, Sales Engineer/Architect, Manager, or similar roles)
- Direct experience mentoring, developing people, and managing performance over time
- Experience in open-source selling or cloud-first/product-led sales go-to-market motions (preferred)
- Direct experience implementing formal sales methodologies (Command of the Message, MEDDPICC, or similar qualification frameworks)
- Direct experience selling monitoring, data, or visualization products
- Direct experience in DevOps (IaC, CI/CD, GitHub Actions, etc.) (preferred)
- Proven ability to own a book of business and direct your own and your team's work to exceed quarterly targets
- Proven ability to work effectively with sales leader counterparts
