[All remote jobs](https://jobicy.com/jobs.md)[![Grafana Labs logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2021/11/42a3c42246467ec231dd876e92b63452.jpeg)](https://jobicy.com/company/grafana-labs.md)[Grafana Labs](https://jobicy.com/company/grafana-labs.md) # Manager, Solutions Engineering | NorBen | Remote Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/grafana-labs.md)ShareRemote from[Netherlands](https://jobicy.com/job-region/netherlands.md)SalaryEUR 145k–172k / yrDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished23 Oct 2026Apply before22 Nov 2026Listing views36Application actions2Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. Grafana Labs is seeking a player-coach manager to build and lead its Solutions Engineering team for the NEMEA/Benelux region. The role combines presales technical leadership, recruitment and coaching, strategic account sponsorship, and close partnership with Sales, Product, Engineering, Marketing, and Customer Experience. The manager will guide demonstrations, technical deep dives, trials, and proof-of-value engagements while driving regional adoption and quarterly financial outcomes. Candidates need substantial high-tech and presales experience, knowledge of observability or monitoring solutions, formal sales methodologies, and strong English communication. The position is remote for candidates located in the Netherlands. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior regional leadership role requiring both hands-on technical presales credibility and responsibility for team performance, customer outcomes, and financial targets. Success depends on influencing many internal and external stakeholders in a fast-growing remote organization. ## Salary analysis Estimated compensation compared with the broader EU market for similar roles. Estimated job median (per year)Highly competitive€158,500EU market range (per year)€145k–€172k0€189.20k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. The employer discloses an OTE range of EUR 145,000–172,000 for the Netherlands. The yearly cadence is inferred from the annual-scale compensation amount and senior full-time management context, as the posting does not explicitly state a pay period. The midpoint is EUR 158,500 per year; the estimated market range is aligned with the disclosed range for this specialized regional presales leadership role. ## Core skills Skills and capabilities most closely associated with this opportunity. [Solutions Engineering](https://jobicy.com/jobs?search_keywords=Solutions%20Engineering.md)[Presales Leadership](https://jobicy.com/jobs?search_keywords=Presales%20Leadership.md)[Observability](https://jobicy.com/jobs?search_keywords=Observability.md)[Monitoring](https://jobicy.com/jobs?search_keywords=Monitoring.md)[Cloud Computing](https://jobicy.com/jobs?search_keywords=Cloud%20Computing.md)[Technical Sales](https://jobicy.com/jobs?search_keywords=Technical%20Sales.md)[Sales Methodology](https://jobicy.com/jobs?search_keywords=Sales%20Methodology.md)[MEDDPICC](https://jobicy.com/jobs?search_keywords=MEDDPICC.md)[Team Coaching](https://jobicy.com/jobs?search_keywords=Team%20Coaching.md)[Recruiting](https://jobicy.com/jobs?search_keywords=Recruiting.md)[Account Strategy](https://jobicy.com/jobs?search_keywords=Account%20Strategy.md)[Customer Success](https://jobicy.com/jobs?search_keywords=Customer%20Success.md)[Channel Partnerships](https://jobicy.com/jobs?search_keywords=Channel%20Partnerships.md)[Open Source](https://jobicy.com/jobs?search_keywords=Open%20Source.md)[Stakeholder Management](https://jobicy.com/jobs?search_keywords=Stakeholder%20Management.md) Sample interview questionsHow would you build and ramp a high-performing Solutions Engineering team in the NEMEA region?I would begin by defining the regional coverage model, capability gaps, and success metrics with Sales leadership. I would hire for technical depth, consultative ability, and collaboration, then provide structured onboarding around Grafana products, discovery, demos, proof-of-value delivery, and sales methodology. Regular coaching, deal reviews, and career development plans would help the team improve while retaining ownership of their territories. Describe how you balance player-coach responsibilities with people management. I reserve consistent time for one-to-ones, development plans, hiring, and performance management, while selectively engaging in strategic accounts where executive sponsorship or technical leadership has the greatest impact. I use repeatable operating rhythms such as pipeline reviews and account planning to avoid becoming a bottleneck. My goal is to model strong behavior while progressively enabling team members to lead independently. How do you demonstrate the business value of an observability platform to an executive customer? I start with the customer's operational and business priorities, such as reducing incident duration, improving service reliability, controlling telemetry cost, or accelerating engineering delivery. I translate platform capabilities into measurable outcomes and build a value narrative supported by the customer's environment, technical evaluation criteria, and adoption plan. I then align stakeholders on success measures before a trial or proof of value begins. How would you use win/loss information to influence product priorities? I would establish a structured feedback process that captures patterns from opportunities, technical evaluations, customer objections, and competitive losses. I would distinguish urgent customer requirements from one-off requests, quantify revenue and adoption impact, and share concise evidence with Product and Engineering. This creates a data-driven conversation about roadmap trade-offs rather than relying on anecdotal field feedback. What is your approach to applying a methodology such as MEDDPICC in technical presales? I use MEDDPICC to ensure technical work is connected to a qualified business opportunity rather than operating as a standalone demo function. Solution Engineers can help validate metrics, identify technical champions, uncover decision criteria, and map implementation risks during discovery. This improves resource allocation, makes proof-of-value plans more purposeful, and increases the likelihood of a successful close and deployment. Opportunity details ## About this role. Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. Built on open source and open standards and designed for interoperability across any stack, Grafana Cloud brings AI to observability and observability to AI, giving teams (and their agents) unified visibility so they can see, understand, and act on all their disparate data, wherever it lives, and move at the speed of their ambitions. Customers, including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce, rely on Grafana Labs. We are a 100% remote company with team members across 40+ countries, 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](http://grafana.com) and follow us on [LinkedIn](https://www.linkedin.com/company/grafana-labs/) and [X](https://twitter.com/grafana). 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 monitoring/data/visualisation products. * Proven ability to own a book of business, direct your own and your team’s work and initiatives to exceed your quarterly targets. * English fluency required, and a second European language is preferred * Located in the Netherlands In the Netherlands, the OTE compensation range for this role is EUR 145,000 – EUR 172,000. Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable), and other benefits listed on our [careers page.](https://grafana.com/about/careers/#jobs) #LI-Remote *Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process. Why You’ll Thrive at Grafana Labs: * 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. * Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment. * Transparent Communication – Expect open decision-making and regular company-wide updates. * Innovation-Driven – Autonomy and support to ship great work and try new things. * Open Source Roots – Built on community-driven values that shape how we work. * Empowered Teams – High trust, low ego culture that values outcomes over optics. * Career Growth Pathways – Defined opportunities to grow and develop your career. * Approachable Leadership – Transparent execs who are involved, visible, and human. * Passionate People – Join a team of smart, supportive folks who care deeply about what they do. * In-Person onboarding – We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it. * Balance is Key – We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. *We will comply with local legislation where applicable. Equal Opportunity Employer: Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organisation, and we work hard to ensure that is the foundation of our organisation as we grow. Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings. #LI-Remote For information about how your personal data is used once you’ve applied to a job, check out our [privacy policy](https://grafana.com/legal/applicant-and-candidate-privacy-policy/). 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