Cloud Account Manager

4 weeks ago

Toronto, Canada Grafana Labs Full time

Do you enjoy building relationships, solving challenges, and learning new technology? If you do, come join our Self-Serve team at Grafana Labs

The Cloud Account team works closely with our month to month customers to understand their goals with Grafana, support their use case, and identify revenue expansion opportunities for the business. For our users, the Grafana CAM is a partner who understands their business and our products to align them with the best resources available. When needed the Cloud Account manager understands the roles of our cross functional colleagues and connects users with the correct support. 

Cloud Account Managers will align to a book of accounts within our self-serve users to ensure their success within our month to month offerings and support their growth. You’ll achieve this by leveraging product data and usage insights to engage with customers at specific points of their Grafana journey. 

Our Cloud Account Managers support our customers while they utilize our month to month subscriptions. Should a contract opportunity arise, you will work closely with sales to transfer the opportunity to our commercial team. 

You understand the full landscape of our Cloud offerings and are able to navigate commercial and product questions to support our customers. We’d expect you to understand why Kubernetes is popular, how it relates to Prometheus, and what a log file is. We would expect you to be technically curious and learn the details of Grafana Cloud in role. 

What you'll be doing:

Proactively manage a book of business to drive product adoption and revenue growth through outbound prospecting and inbound leadsEffectively communicate Grafana Labs value proposition to increase sales and expand existing customer footprints. Manage pipeline including activity for sales opportunities within Salesforce.Collaborate with Cloud Success Engineering to advance existing opportunities and build incremental revenue.Drive expansion revenue opportunities based on product usage and needs uncovered during customer interactionsBecome a subject matter expert on Grafana Cloud, understanding our product, pricing, and technology to support our customers Enjoy building and iterating on our sales assist framework in order to provide business and technical value at scaleMaintain a high level of professionalism, empathy, business, and technical acumen across multiple customers at one time, connecting trends and themes as you goProactively communicate with customers and internal teams to provide a feedback loop on our products and the competitive landscapeEnjoy problem solving to understand what your customer is looking to resolve, mapping solutions to the gaps and outlining the value against the proposed solutionWork with the team to enhance customer documentation and create internal enablement material

What you'll bring to the team:

Located in Canada1+ years of technical experience, ideally with Open Source technologies, or in the Metrics/Monitoring/Observability space1+ years of sales experience within Saas space or Open Source technologies You understand basic sales motions & GTM organization. Able to use MEDDPICC and Command of the Message in commercial conversations. We are a remote first company so you should be experienced and skilled at working remotely with an international teamPrior Startup experience is a bonus, we look for individuals who are able to work in a fast paced environment and switch between multiple tasks each day. You will need first class written and oral communication skills both to collaborate with our remote first internal teams and with our worldwide customers. You will need to be able to skillfully articulate our value proposition and the technical advantages of our productsYou enjoy learning new technologies and will roll up your sleeves to learn how things workYou will love solving complex technical challenges and building relationships with our customersYou will need to be self-motivated, detail-oriented, and enjoy continuously learning. You will be able and willing to develop a strong knowledge of our infrastructure and productsAbility to multitask within a fast moving startup environment

In Canada, the OTE compensation range for this role is CAD 75,000 - CAD 81,000. 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 .

*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.

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