Manager, Solutions Engineering | NorBen
Leads and develops a regional presales Solutions Engineering team while partnering with sales, customers, product, engineering, marketing, and channel partners to drive adoption and exceed targets. Requires high-tech leadership experience, sales methodology expertise, and monitoring or observability product experience.
About the job
Responsibilities
- Build, manage, recruit, ramp, and mentor a high-performing team of presales Solution Engineers.
- Lead with a servant-leadership and player/coach approach, balancing field responsibilities with team needs.
- Own regional planning, execution, outcomes, and quarter-over-quarter team cadence.
- Partner with Benelux/NEMEA Sales leadership on customer programs, marketing initiatives, community events, adoption, and expansion.
- Provide executive sponsorship for key regional accounts and act as a thought leader and customer partner within EMEA.
- Develop customer adoption programs and collateral for Grafana technologies.
- Partner with Product Management and Engineering to prioritize customer requirements using data-driven wins, losses, and needs.
- Support prospect evaluations through demonstrations, technical deep dives, trials, and proofs of value.
- Enable and sell with or through local, regional, and global RSI and GSI channel partners.
Requirements
- Some experience leading a team and 5–10 years in the high-tech industry, including experience as a developer, architect, sales engineer/architect, or manager.
- Experience in a fast-paced, high-growth, remote-first startup environment.
- Proven record of mentoring, developing, and managing the performance of people, including individual contributors.
- Experience implementing or executing a formal sales methodology, such as COM, Value Selling, or MEDDPICC.
- Direct experience selling monitoring, data, or visualization products.
- Ability to own a book of business and independently direct team work and initiatives to exceed quarterly targets.
- Fluency in English.
- Located in the Netherlands.
Nice-to-haves
- Open-source selling or a cloud-first/product-led sales go-to-market motion.
- A second European language.
Compensation and benefits
- Netherlands OTE compensation range: EUR 145,000–EUR 172,000.
- Compensation may vary based on level, experience, and skills.
- Benefits include equity, bonus where applicable, 30 days of annual leave, and three Grafana shutdown days reserved within the annual leave policy.
- In-person onboarding is provided.
Skills
Sales Engineering, Team Leadership, Mentoring, Open Source, Cloud Computing, MEDDPICC, Value Selling, Monitoring, Data Visualization, Grafana, Product Management, Channel Partnerships
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