Your opportunity
If you have that special mix of DNA that makes an extraordinary Principal Solutions Consultant (SC) – the blend of great business savvy and technical prowess – then we are a match made in heaven!
As a senior member of our New Relic Solutions Consulting (NRSC) team, you will be responsible for understanding a client’s business challenges and technical environment through deep levels of discovery and engagement. You will present technology solutions to solve these business challenges and build confidence in the New Relic platform capabilities through value alignment and clear differentiation. As the domain expert on New Relic you will help drive the ‘Technical Win’ in accounts by removing all technical objections in the sales cycle through your depth of technology skills and business acumen to provide clear business value.
In this role, you will be at the forefront of our customer-facing technical engagements, driving revenue growth and customer success through your deep technical expertise and business acumen. As a Principal Solutions Consultant, you will play a pivotal role in shaping our strategic clients' observability strategies, leading complex technical evaluations, and positioning New Relic as the premier solution in the market.
To be successful in this role, you will need to be curious and creative with an inventive mind and pioneering spirit, be customer-obsessed, demonstrate strategic thinking, analytical thinking, be detailed at execution, and have the capacity to acquire new knowledge quickly to increase your credibility in front of customers and cross-functional teams across the organization.
Finally, you should have held a variety of diverse technologist positions or had equivalent experiences in roles demonstrating deep expertise in the following areas; solution consulting, software architecture, software design, system design, operating systems, systems management, cloud, platforms, requirements analysis, competitive analysis, complex problem-solving and data modeling.
What you'll do
You will be the Technical lead for New Relic prospects and customers and own the technical strategic direction in the account through an advanced ability to develop, position and provide product-centric and value-centric solutions during sales cycles, while achieving quarterly and annual sales goals for an assigned territory.
This role will focus on partnering with the Sales Account Executives to generate new revenue by taking technical ownership of the opportunity pursuits throughout the sales cycle for prospects (new logos) and expansion into new groups and/or new capabilities for existing customers.
The Principal Solutions Consultant must possess a winning combination of business and technical skills, the ability to present and demonstrate our solutions to a broad spectrum of audiences from IT to business, and be able to build strong relationships and handle technical objections and issues throughout the sales cycle. Ultimately, the Solutions Consultants needs to be a trusted advisor both to internal partners as well as to our technical customers and C-Level Executives alike.
Responsibilities:
- Lead technical evaluations, proof-of-concepts (POCs), and proof-of-value (POV) engagements to showcase New Relic's capabilities differentiate us against competitors and tightly align them with customer needs
- Develop and maintain relationships with key decision-makers and technical stakeholders at Fortune/Global 2000 and digital native companies
- Design and articulate comprehensive observability solutions that address complex business challenges and drive digital transformation initiatives
- Conduct in-depth discovery sessions to understand clients' current and desired observability states, mapping business outcomes to technical capabilities
- Create and deliver compelling presentations, demonstrations, and workshops tailored to both technical practitioners and decision-makers
- Collaborate with cross-functional teams including Sales, Product Management, Support and Engineering to drive customer success and product adoption
- Provide thought leadership through the development of reference architectures, technical blogs, and conference presentations
- Stay current on emerging market, industry, and technology trends to maintain a competitive edge
- Create reusable best practice consent for internal and external consumption
- Maintain and nurture relationships with technical champions in customer accounts
- Identify and resolve critical business/technical issues from customers, partners and colleagues
You will also:
- Collaborate as part of a broader account team to strategize and address business and technical problems
- Share and learn best practices and re-usable assets with other Solutions Consultants to enhance the quality and efficiency of the team
- Mentor and share best practices with team members to elevate the overall capabilities of the Solutions Consulting organization
- Provide feedback to product management about product enhancements that can address customer needs and guide additional value
- Stay current on competitive analysis and market differentiation
- Build strong working relationships with key customer stakeholders and executives and help create champions for New Relic within the customer base.
- Support marketing initiatives such as speaking at industry events, executive briefings, user groups, conferences and signing up customer references as well as social media campaigns.
This role requires
- 15+ years of related work experience in vendor and/or customer-facing technical roles
- Bachelor's in Computer Science or equivalent.
- Deep knowledge of Windows and UNIX operating systems, protocols, and networking fundamentals
- Development experience with major backend languages such as Java, Python, Golang, C/C++, .NET, and JavaScript
- Hands-on experience with observability tools including New Relic, Splunk, AppDynamics, DataDog, Dynatrace, Elastic, Grafana, and Prometheus
- Deep understanding of Application Performance Monitoring and application of telemetry data to solve complex problems and optimize performance
- Proficiency with major cloud providers platforms including AWS, Azure, and GCP
- Experience with automation frameworks, Kubernetes clusters, and serverless functions
- Mobile and web software development experience
- Proven track record leading large IT projects and initiatives, particularly in modernization, re-platforming, and refactoring for Enterprise customers
- Strong understanding of software development practices, tooling, DevOps and SRE practices
- Demonstrated ability to engage with and influence decision-makers at all levels of an organization
- Excellent verbal, written, and presentation skills, with the ability to articulate complex technical concepts to both technical and non-technical audiences
