Manager, Solutions Engineering

Grafana Labs is a remote-first, open-source powerhouse. There are more than 20M users of Grafana, the open source visualization tool, around the globe, monitoring everything from beehives to climate change in the Alps. The instantly recognizable dashboards have been spotted everywhere from a NASA launch and Minecraft HQ to Wimbledon and the Tour de France. Grafana Labs also helps more than 3,000 companies -- including Bloomberg, JPMorgan Chase, and eBay -- manage their observability strategies with the Grafana LGTM Stack, which can be run fully managed with Grafana Cloud or self-managed with the Grafana Enterprise Stack, both featuring scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo).

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 the SEMEA region 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 rollout 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 servant based leadership approach.  Adopting a player/coach mentality will be critical here, ensuring that you balance your field responsibilities with the needs of your team.  Mentoring and career development will be critical to your team's success over the long term  
• Direct the bulk of your day to day work based on guidance and goals from leadership, owning the planning, actions and outcomes of the region.  
• Partner with the Benelux / NEMEA Sales leadership on customer programs, marketing initiatives and community/company events to drive adoption and expansion within our customer base.
• Executive sponsorship of key accounts in the region will be key to your success.  Being a thought leader/partner to your customers and the company within EMEA.
• 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, helping them prioritize their team's time with a data-driven approach to wins/losses/needs vs wants, etc.  
• Own and report on the quarter over quarter cadence of your team while they help prospects evaluate our software with demonstrations, technical deep dives, trials and POVs.  
• Find and drive enablement and sell with/through channel partners in the region.  Both at a local, geo and global level with both RSI's and GSI's.  

What Makes you a Great Fit:

• Some experience leading a team, 5-10 years in the high tech industry having held roles such as Developer, Architect, Sales Engineer/Architect, Manager, etc.
• Proven success working in a fast-paced, high growth startup environment that is remote-first
• Proven track record of mentoring, developing people and managing performance over time.  Has successfully mentored individual contributors.
• 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, eg COM, Value selling, qualification frameworks like MEDDPICC
• Direct experience selling monitoring/data/visualisation products.  
• Proven ability to own a book of business, direct your own and your team's work and initiatives to exceed your quarterly targets.
• English fluency required, and a second European language is preferred
• Located in Spain

In Spain, the OTE compensation range for this role is EUR 119,000 - EUR 142,000.  Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable), and other benefits listed on our careers page.

*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: We will recruit, train, compensate and promote regardless of race, religion, color, national origin, gender, disability, age, veteran status, and all the other fascinating characteristics that make us different and unique. We believe that equality and diversity builds a strong organization and we're working hard to make sure that's the foundation of our organization 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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