Manager of Solutions Engineering, Grafana Labs
AMER
$234-278k
OTE
+ RSUs
Open & composable observability platform
Be an early applicant
Open & composable observability platform
1001+ employees
Be an early applicant
$234-278k
OTE
+ RSUs
1001+ employees
Company mission
To unite data, no matter where it lives, and empower its users to analyze, take action, and make smart decisions.
Role
Who you are
- 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
- 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
What the job involves
- 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
- 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
Our take
Observability plays a crucial role in software development, where dashboards are pivotal for monitoring the health of IT infrastructure across an organization. However, for developers, the frustration of spending unnecessary time navigating between different dashboards to find the latest information detracts from valuable programming time.
Grafana creates customizable observability platforms for its clients, to enhance the efficiency of this process. Its offerings include cloud-based data structures, dashboards, API plugins, and collaboration tools. The company boasts over 25 million users globally, with a customer base exceeding 5,000 and including prominent names like Bloomberg, PJ Morgan Chase, eBay, PayPal and Sony.
While Grafana provides free plans with a simplified tool package, the Grafana Enterprise Stack offers customized solutions on a monthly subscription. The company's continues to improve to meet the evolving needs of its users, enhancing functionality with each iteration. It also fosters community engagement by enabling users to share their Grafana dashboards with the broader open-source community.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
49% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Aug 2024
$270m
SERIES D
Apr 2022
$240m
SERIES D
Total funding: $805.2m
Company benefits
- Vacation: Balance is key. Our team enjoys 30 days of paid vacation each year on top of national holidays, parental leave, and sick leave. We also take a breather on a number of Grafana Shutdown Days each year
- Healthcare: We’re proud to provide health coverage or stipends for our colleagues in the US, UK, Canada, the Netherlands, Sweden, Singapore, and India
- Retirement planning: There’s no time like the present to start saving for your future. We make employer contributions into the pension pots of our team members in the US, UK, Canada, the Netherlands, Sweden, and Germany
- Professional development: On top of a $1,500 annual learning and development stipend, Grafanistas have thousands of on-demand courses at their fingertips to help them grow professionally. Want to attend a conference or training? Go ahead. Just pass on what you learned
- Work location: Vast majority of our roles are fully remote, focused on hiring the best talent and allowing you to perform from the comfort of your home. If you fancy a change of scene, we’ll also reimburse you up to $175 a month for a personal co-working space
- Choice of tech: There’s no one-size-fits-all when it comes to the tech required to do your job. Choose the laptop and accessories you need when you join us, and we’ll refresh them every three years
- Mindfulness: When you join the team, you can sign up for a complimentary subscription to Headspace to take advantage of the benefits of mindfulness and meditation. Our wellbeing resource group also organize sessions run by fellow Grafanistas or external trainers
- Paid parental leave: Grafana offers paid parental leave to all eligible new parents. This offers Grafanistas time to bond with and care for their children in the first year after birth or adoption
- Global Employee Assistance Program: We offer all team members a 100% confidential support service with 24/7 365 access to professionally qualified counsellors and specialists
Company HQ
Financial District, New York, NY
Leadership
Raj Dutt
(CEO & Co-Founder)Currently a Board Member at NSONE. Previously founded Voxel where they served as the CEO for 12 years. They also served as the Senior Vice President of Technology at Internap Network Services.
Torkel Ödegaard
(Co-Founder)Graduated from Mälardalen University with a Master's in Computer Science. Founder of Coding Instinct. Previously worked as a Consultant at H&M, Avega, and Ebay.
Anthony Wood
(Co-Founder)Previously worked at Visa and Voxel as a Senior Systems Engineer. They also have Systems Engineering experience at PalVision and iiNet.
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