Job Openings at Grafana Labs

• As a Manager of Solutions Engineering for the Northern EMEA 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 Pre-sales 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 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 you'll bring along:

• 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 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.

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• Grafana Labs is looking for a Senior Sales Process Enablement Manager to join our rapidly growing Go-To-Market (GTM) organization. In this role, you will design, develop, implement and maintain Enablement programs around Grafana’s sales process, supporting both new hire onboarding and in-seat sellers. You will also work closely with Grafana’s Sales Leadership team and other Customer facing GTM teams, to develop standardized tooling to be leveraged globally across the sales process and ensure that all teams are aligned and enabled on their responsibilities within the sales process.
• Ideally, you have a passion for customers, sales methodology and ensuring the best possible customer experience through a sales process that optimizes for the customer journey. You should have mastery of critical selling skills and experience in training sellers on these skills. You should be comfortable in balancing strategic planning with execution, as you will regularly be in the weeds, developing and delivering blended learning solutions that are role-based, highly interactive, and innovative. 

Key Responsibilities

• Design and develop a stage by stage Sales Process Enablement Program for both New Hire onboarding and In-Seat ongoing enablement. This may include instructor-led training, webinars, eLearning assignments, conferences, etc.
• Design, build, deliver and maintain Sales Process and Methodology enablement content, courses and presentations for both individual contributors and leaders
• Engage, persuade, and build alliances with key stakeholders involved in executing the Sales Process in order to define needs, build standardized tooling and implement certification programs. 
• Partner closely with our Solutions Engineering and CX organization to develop enablement for all GTM customer facing teams to ensure alignment in the execution of our Sales Process. 
• Track and measure Sales Process enablement program and content usage, and regularly report results to key business stakeholders
• Define, track, measure and report of business impact of Sales Process enablement

Requirements:

• 2+ years of full cycle software/SaaS sales experience and regular track record of exceeding quota
• 5+ years of experience in Sales Enablement, preferably at a high-growth SaaS company with a technical offering
• Certifications in MEDDPICC and Force Management
• Program management experience delivering enablement programs with a proven impact to the business
• Have solid project management skills including: planning work, managing details, keeping multiple tasks/projects on track, working with cross functional stakeholders, and navigating ambiguity to deliver results
• Excellent facilitation and presentation skills across a range of learner tenures from individual contributor to senior leader 
• Proven creative thinker that independently generates and executes on innovative ideas for how to engage learners
• We’re a high growth company, so your job duties will be varied and complex and will require strong judgment, collaboration, and leadership.