Manager, Solutions Engineering | NorBen | Remote

Grafana Labs, the company behind the open observability cloud, is founded on the principles of open source, open standards, open ecosystems, and open culture. Grafana Cloud, our fully managed observability platform, is flexible and built for scale. With Grafana Cloud's actually useful AI, organizations can see, understand, and act on all their disparate data to move at the speed of their ambitions. Today, more than 35 million users and 7,000+ customers – including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce – trust Grafana Labs to ensure reliability of their applications and systems, resolve incidents quickly, and optimize their telemetry to reduce noise and cost. We are a 100% remote company with 1,600+ team members across 40+ countries, and we’re backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at grafana.com and follow us on LinkedIn and X .

We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.

You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity.

The Opportunity

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. You’ll work with your Customer Experience counterparts to ensure that your customers are successful after the sale, in their adoption and rollout 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.

What you'll be Doing:

• 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 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.

What Makes you a Great Fit:

• 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, eg COM, Value selling, qualification frameworks like MEDDPICC
• Direct experience selling …