The Opportunity: 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.
What You’ll Be Doing:
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
What Makes You a Great Fit:
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.
Experience with complex, enterprise sales
Compensation & Rewards:
In the United Kingdom, the OTE (On-Target Earnings) compensation range for this role is GBP 143,000 - GBP 171,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.
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