Senior Manager, Solutions Engineering (Remote, NYC)

As a Senior Manager of Solutions Engineering at Grafana Labs, your role encompasses recruiting and mentoring a team, leading go-to-market execution, collaborating with Customer Experience to ensure successful product adoption, and partnering with sales leadership and marketing on various initiatives. Your primary focus will be to drive adoption of Grafana products and exceed regional revenue targets.

To qualify for the Senior Manager of Solutions Engineering position at Grafana Labs, candidates should have over 5 years of experience in the high tech industry, with at least 3 years leading a team. Additionally, familiarity with Open Source selling, Cloud first/Product led sales methodologies, and practical experience with sales frameworks like MEDDPICC are highly desirable.

Grafana Labs is committed to the professional growth of its employees. As a Senior Manager of Solutions Engineering, you will benefit from a culture that emphasizes mentorship and development. The company actively encourages its leaders to engage in continuous learning and offers opportunities for training, making it easier to share knowledge and promote a high-performing team.

The On-Target Earnings (OTE) for a Senior Manager of Solutions Engineering at Grafana Labs ranges from $254,000 to $305,000, depending on experience and skillset. Beyond the base salary, there are additional benefits like equity, bonuses, and comprehensive perks designed to support a healthy work-life balance.

Grafana Labs promotes a culture of diversity and inclusion, where talented individuals from various backgrounds thrive. The Senior Manager of Solutions Engineering is expected to foster a supportive environment that empowers team members to excel. The company values creativity and passion, enabling employees to make significant contributions both locally and globally.

An effective leadership style for a Senior Manager of Solutions Engineering includes a servant-based approach, where empowering team members is a priority. This style fosters collaboration and maintains a player/coach mentality, meaning that you lead by example while also being proactive in your team's development.

Ensuring customer success involves understanding their unique strategies and requirements. I would collaborate with Customer Experience, provide tailored resources, and offer training sessions to facilitate smooth adoption. Regularly soliciting feedback and adjusting our approach based on their needs can also enhance satisfaction and retention.

To exceed quarterly revenue targets, I would employ data-driven analysis to identify trends, closely monitor team activities, and refine our go-to-market strategies. Additionally, fostering strategic partnerships with sales leadership and aligning our objectives with customer needs can create pathways for increased sales and expansion.

My experience with open source selling involves cultivating a community-driven approach by engaging with users and contributors, gathering feedback, and iterating on our offers. I find that building trust in open-source ecosystems translates to higher conversion rates for commercial products as users recognize their value.

I focus on personalized development plans, regular one-on-one check-ins, and constructive feedback. By identifying strengths and areas for growth, I can tailor learning opportunities and provide resources that empower team members to reach their potential.

My collaboration with Product Management and Engineering typically involves joint meetings where we discuss customer feedback and roadmapping sessions. By leveraging firsthand insights from the field, I help align product direction with market needs, ensuring we deliver impactful updates.

To drive community engagement, I would implement outreach programs, host webinars, and facilitate workshops targeting both new and existing users. Partnering with local tech meetups and sponsoring events can also broaden Grafana's visibility and foster a strong user community.

I have extensive experience implementing sales methodologies such as Command of the Message and MEDDPICC. By training my team on these frameworks, we can establish a disciplined approach to sales conversations and ensure effective qualification of leads, ultimately boosting conversion rates.

Balancing team needs with business objectives requires clear communication and flexibility. I encourage open discussions about work challenges while aligning team goals with broader company objectives. Regular check-ins and feedback allow us to adjust priorities together, maintaining both morale and productivity.

To ensure my team meets performance goals, I set clear, achievable targets and monitor progress through regular reviews. Providing ongoing training, celebrating successes, and addressing challenges within the team flow are integral components of keeping morale high and focus sharp.