Your opportunity
This is an exciting opportunity to take an industry leading SaaS technology solution into the Melbourne Market.
New Relic is the leading Observability platform that helps businesses eliminate digital interruptions and improve digital customer experiences. In Australia, New Relic is expanding rapidly in Key Enterprise segments including Banking, Energy, Telecommunications and Retail.
We are seeking an experienced Enterprise Account Executive to generate new business within a defined set of New Relic's existing install base accounts; as well as identifying and targeting new logo opportunities.
The Account Executive (AE) will own the executive relationships within their defined territory and lead a virtual team of New Relic resources to delight customers by maturing their Observability Usage. Ultimately, the AE will develop strategies and business plans to maximise their customers value from New Relic.
What you'll do
- Build and manage relationships across assigned major account at all levels of the organisation and across the operating units including CIO and other executive relationships
- Ensure continued Annual Recurring Revenue of the New Relic platform - both new and existing across the territory to achieve revenue and quota goals on an annual basis
- Ensure all New Relic activities continue to deliver on expected business value and continue to achieve the highest levels of customer satisfaction
- Consistently prospect, qualify and develop a robust new sales pipeline to maintain appropriate level of pipeline coverage for the assigned territory
- Provide strategic leadership to assigned major accounts around New Relic best practices, both directly and by engaging the appropriate New Relic teams (Pre Sales, Expert Services, Customer Success, Inside Sales, Exec Management, partners, etc.) to ensure client success at all times
- Maintain consistent sales cadence and disciplines with timely and accurate updating of Salesforce.com
- Produce & maintain key sales planning collateral including territory plans, account plans and opportunity plans for assigned major accounts
This role requires
- Min 5 years Direct Sales Experience selling complex Technology Solution: Must be direct quota carrying and not a BD or Overlay. Must be Technology Solutions, not Hardware, Professional Services or Networks, for example
- Min 2 years sales in SaaS sales: Candidate must have built the foundation structure that is core to selling SaaS. These characteristics include drive urgency & activity, build pipe, land & expand and renewing
- Min 3 years direct sales experience in Enterprise Accounts: Candidate must be familiar with managing and selling into large complex Enterprise Accounts. Exhibits proven ability to build business value into deals and cultivate senior relationships
- Consistent tenure in roles: Candidate must have proven track record of seeing through and being successful in a role. Solid tenure (>2 yrs). Not jumping roles before establishing competency
- Proven performer: Candidate must show consistent sales achievement against quota. Ideally show growth year on year. Looking for candidate to show they can build out and be successful in a territory
