Manager, Solutions Engineering | NorBen | Remote

About the Position

Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. As a Manager of Solutions Engineering for the NEMEA 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.

Responsibilities

• 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.
• 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.

Requirements

• 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, e.g., COM, Value selling, qualification frameworks like MEDDPICC.
• Direct experience selling monitoring/data/visualization 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 the Netherlands.

We Offer

• Compensation: The OTE compensation range for this role is EUR 145,000 - EUR 172,000. Actual compensation may vary based on level, experience, and skillset as assessed in the interview process.
• Benefits: Equity, bonus (if applicable), and other benefits listed on our careers page.

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: Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family, or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organization, and we work hard to ensure that is the foundation of our organization as we grow.

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