Principal Solutions Architect
Keyfactor
LinuxSQLUnix
Manager, Solutions Engineering
Grafana Labs
full-time
Posted on:
Location Type: Remote
Location: Remote • New York • 🇺🇸 United States
Visit company websiteJob Level
Mid-LevelSenior
Tech Stack
CloudGrafanaOpen Source
About the role
- Attract, recruit, ramp, and mentor a team of great Presales Solutions Engineers from diverse backgrounds and experiences.
- Coach the team with a player/coach mentality and lead from the front, balancing field responsibilities with team needs.
- Provide executive sponsorship of key accounts in the East region and act as a thought leader to customers.
- Own the regional build-out, planning, actions and outcomes based on guidance and goals from leadership.
- Partner with Sales leadership on top-of-funnel programs, marketing initiatives and community/company events to drive awareness and adoption.
- Coordinate with Customer Experience to ensure customer success after the sale through professional services, support, training, and customer success.
- Develop programs and collateral to enable customer adoption of Grafana technologies.
- Ensure customer requirements are met through partnership with Product Management and Engineering and influence the roadmap.
- Oversee discovery, demonstrations, stakeholder interviews, workshops, technical validation, POVs and Mutual Account Plans.
- Own team pipeline/PG plans with sales counterparts to build pipeline for new logos and report on quarter-over-quarter cadence.
Requirements
- Located in Great New York City Area
- 5+ years in the high tech industry having held roles such as Developer, Sales Engineer/Architect, Manager, etc.
- Direct experience mentoring, developing people and managing performance over time.
- 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.
- Proven ability to own a book of business and exceed quarterly targets.
- Proven ability to work with sales leader counterparts.
- Executive sponsorship of key accounts and being a thought leader to customers and internally.
Benefits
- 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.
- Restricted Stock Units (RSUs) included for all roles, giving ownership in Grafana Labs' success.
- 30 days annual leave per annum with 3 days reserved for Grafana Shutdown Days (compliance with local legislation where applicable).
- In-person onboarding to integrate new hires and accelerate ramp.
- Career Growth Pathways and professional development opportunities.
- Transparent communication and approachable leadership with regular company-wide updates.
- Innovation-driven environment with autonomy and support to ship great work.
- Open Source roots and community-driven values.
- Empowered teams and high-trust, low-ego culture.
- Scaling organization with meaningful, high-growth work.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
Open Source sellingCloud first salesSales methodologyCommand of the MessageMEDDPICCMonitoring productsData visualization productsDevOpsInfrastructure as Code (IaC)Continuous Integration/Continuous Deployment (CI/CD)
Soft skills
MentoringCoachingLeadershipTeam managementCustomer successStakeholder engagementCommunicationCollaborationStrategic planningThought leadership
