Aldhair Martinez
Solutions Engineer
Professional Summary
Solutions Engineer with 5+ years of experience across technical sales, customer-facing engineering, and observability. Specializes in designing cloud-native observability architectures, leading complex technical evaluations, and translating customer requirements into measurable technical and business outcomes. Hands-on across Grafana Cloud, OTel, OSS LGTM, Grafana Alloy, K8s, and AWS. Track record of $4.34M+ in closed-won NACV, including $3.14M+ in new-logo NACV.
Grafana Labs
Solutions Engineer
current- $4.34M+ in closed-won NACV, including $3.14M+ in new-logo NACV, during my Grafana SE tenure.
- Ranked #1 SE in AMER and #2 globally for new-logo NACV in FY26, contributing $2.09M in new-logo NACV across 17 closed opportunities.
- Partner with 3-4 Account Executives to lead the technical side of sales cycles from discovery and architecture through custom demos, sizing, technical validation, POVs, and implementation planning.
- Lead complex competitive POVs and displacement motions against Datadog, Dynatrace, Splunk, New Relic, Elastic, LogicMonitor, CloudWatch, and other observability platforms.
- Design and validate architectures spanning metrics, logs, traces, APM, OTel, OSS LGTM, Grafana Alloy, K8s/EKS, AWS, Azure, serverless, VMs, databases, Docker, and Terraform.
- Help customers reduce telemetry cost and operational noise through sizing, architecture tradeoffs, sampling, optimization, and migration planning.
- Led a complex migration for a major cloud computing provider to Grafana Enterprise, reducing alert noise 45%, improving incident response time 30%, and saving approximately $350K annually.
- Enable SEs through practical workshops and guidance on AI-assisted engineering and observability use cases; partner with Product and Engineering when customer needs expose product gaps.
Associate Solutions Engineer
- Promoted from User Success into Solutions Engineering, becoming the first SDR in Grafana Labs history to make the transition into an SE role.
- Supported customers through technical discovery, solution design, demonstrations, workshops, and technical evaluations across Grafana's observability platform.
- Built hands-on expertise across Grafana Cloud, OSS LGTM, OTel, K8s, AWS, and cloud-native observability architectures.
- Partnered with Account Executives on customer engagements, competitive evaluations, and POV initiatives.
User Success
- Generated and qualified enterprise pipeline by identifying observability challenges and aligning Grafana solutions to customer business objectives.
- Built foundational observability and sales expertise that led directly to promotion into the SE organization.
Earlier Experience
Generated enterprise security pipeline through targeted outbound prospecting, qualification, and account research; delivered tailored product overviews and managed inbound/outbound engagement.
Managed vendor invoices, credit memos, escalations, reconciliations, and account issues across warehouse, vendor, and Accounts Payable teams using SAP.
Developed and qualified enterprise security prospects, scheduled meetings with decision-makers, and managed inbound prospects through web chat.
Technical Skills
Education
Dean's List — Fall 2015, Spring 2016 · Student Economic Union