As a Senior Manager of Field Engineering at Grafana Labs, you will be responsible for all aspects of building and managing a team of high-performing Field Engineers. The Field Engineering team are solution SMEs for Grafana responsible for accelerating, scaling and improving the path to the technical win. You will oversee the global GTM execution with your sales leader counterparts, with a focus on helping us acquire new customers and building tools that accelerate our path to the technical win. You will coach and grow a diverse team of Field Engineers. You will work with the Solutions Engineering team to get requirements to maintain our comprehensive Demo environment. You’ll work with marketing to drive top of funnel programs leveraging the workshops the FE team creates and maintains. 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 feedback from the field, as well as leveraging your own experience in the Observability and customer ecosystem. Your impact will be felt globally when the job is done well.
Key Responsibilities:
- Attract, recruit, ramp, and mentor a team of great Field Engineers from diverse backgrounds and experiences.
- Get the best out of your team with an individual coaching mindset.
- Balance the workload of your team across account engagement, project development and maintenance, engineering engagement, competitive intelligence, conferences and enablement.
- 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 team.
- Culture carrier who values the team over the individual and values; getting to the right answer is more important than being right
- Defaults to teamwork and collaboration; strong cross-functional relationship builder
- Flexible, but not afraid of a healthy debate -- brings a strong point of view, but open to considering alternatives
- 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
Requirements
- 10+ years in the high tech industry having held roles such as Developer, Sales Engineer/Architect, SRE, Manager, etc.
- 5+ years of People Management experience in a sales organization
- Direct experience mentoring, developing people and managing performance over time.
- Direct experience selling monitoring/data/visualization products.
- 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
- Experience with complex, enterprise sales
In the United Kingdom, the OTE compensation range for this role is GBP 143,000 - GBP 171,000. 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.
About Grafana Labs: 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). Benefits: For more information about the perks and benefits of working at Grafana, please check out our careers page. Equal Opportunity Employer: At Grafana Labs we’re building a company where a diverse mix of talented people want to come, stay, and do their best work. We know that our company runs on the hard work and the dedication of our passionate and creative employees. If you're excited about this role but your experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways. 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. For information about how your personal data is used once you’ve applied to a job, check out our privacy policy.