Your opportunity
New Relic is seeking a deal & pricing manager to join our Deal Strategy team! As part of this role, you will exercise strong intuition for business in making decisions on go/no-go opinions for the company’s most strategic & complex deals. This includes the creation and alignment of commercial frameworks, custom pricing, and leading of pricing improvement initiatives. In parallel, you will be using pricing analytics for decision support and providing feedback to the internal Deal Strategy team along with other business partners. Your work will drive executive decisions that are core to our long-term success!
This role will work closely with the Sales team to vet and formulate repeatable commercial frameworks to help New Relic negotiate more effective agreements for our important accounts. This role will also have the chance to lead the deal execution process, which requires collaborating with multiple functions such as Sales, Revenue Recognition, Finance, Legal, Product Management and Sales Ops to provide governance for non-standard deal approvals and supporting contractual terms. Helping enable these teams as new pricing and packaging strategies develop will be part of the sales collaboration. Customer facing support and term review will be a part of this role as well.
As an understanding of the business and opportunities develops, there will be ad hoc projects to help improve and continue to refine. This role will help lead those critical initiatives and manage these projects from idea formation to close while also balancing deal support.
What you'll do
- Oversee commercial terms and non-standard approvals
- Accountable for executing on deal structuring practices & policies that accelerate growth, improve sales velocity and ensure fair value for New Relic and customers
- Acts as senior escalation point and approval authority in commercial negotiations for Enterprise and Strategic accounts
- Advise and lead change management to projects and initiatives focused on efficiency and fiscal responsibility by simplifying processes throughout the sales organization
- Support the implementation and tracking of Sales productivity, planning and reporting efforts for respective deals and deal metrics
- Advise and communicate on areas for improvement related to deal velocity and accuracy
- Operate at the highest levels of integrity and transparency and appropriately address any gaps in these areas
- Provide financial modeling and analysis as needed to support decision-making and business impact
- Individual contributor role helping to ensure pricing consistency, complex deal design accuracy, and driving winning strategies
- Ensure terms and conditions align with business decisions and contracts align with desired business outcomes
- Help support in customer facing scenarios where pricing and buying programs being reviewed
This role requires
- 6+ years in pricing or deal strategy
- A related BA/BS degree
- Strong analytical + critical thinking skills
- High proficiency with Excel and BI tools
- Comfort with internal debates
- Strong presentation skills and ability to critically discuss content both internally & externally
Bonus points if you have
- Clear ability to communicate
- High willingness to network internally
- Must be a great teammate
- Understanding/use of communication tools - email, Slack, SalesForce, Zoom Meetings, phone calls, etc.
- Strong working understanding of pricing principles/economics
- Self-starter
- Location: London
