As a Director, Solutions Engineering for the West 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 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.
Key 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 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 West 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
- 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 teams 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 with channel partners in the region. Both at a local, geo and global level with both RSI’s and GSI’s.
Requirements
- 3-4 years experience leading a team of manager's
- 7-10 years in the high tech industry having held roles such as Developer, Architect, Sales Engineer, etc.
- 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/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.
- Be located in Bay Area.
In the United States, the OTE compensation range for this role is $280,000 - $336,000. 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.
