Director, Sales – Public Sector
Job Description:
• Create and deliver a Public Sector - Federal and SLED - strategic sales plan to serve as a road map for establishing and developing New Relic’s client relationship using your detailed understanding of customer requirements
• Achieve client-specific revenue and growth targets, align sales activities to achieve quarterly and annual revenue targets while showing the ability to partner with our federal GSI’s and regional partner ecosystem.
• Own the relationship within all public sector clients across objectives, opportunities, power map strategies, concerns and barriers; responsible for originating, managing and building strong personal relationships with key client executives, line of business decision-makers and influencers
• Identify new business opportunities, develop new senior level relationships, nurture and grow existing business
• Lead the growth plan and drive New Relic’s position with key public sector entities and agencies
• Ability to travel regularly
• Meet and exceed consumption sales goals
• Engage with customer executives as a New Relic Sponsor on top accounts/opportunities
• Forecast all Key Performance Indicators of consumption
• Lead cross functional strategies for revenue and adoption.
• Successfully recruit, mentor and develop a high performing sales organization
• Input and design compensation strategies
• Engage and coach AE’s on executive engagement and sales capability
• Maintain strong operational hygiene and integrity
• Implement consistent MEDDPPIC and CoM methodology for effective opportunity management
• Build Individual professional development plans for team members
• Inspire and lead career growth for team members
• Improve the scalability, efficiency and effectiveness of our sales team
• Communicate proactively with customers and internally within your team, handle risks and issues and raising upwards as needed
• Partner with pre-sales, marketing, channels, sales ops to identify revenue opportunities and drive revenue and customer satisfaction.
Requirements:
• Minimum of 10 years experience in enterprise software sales
• 8+ years experience in sales management with a minimum of four in second line management
• 10+ years of progressively responsible experience within the Government and Education technology sales arenas
• Proven track record of sales success in government agency/public sector
• Demonstrable success driving large US Federal Government and State Local Government program capture
• Thorough understanding of US Federal Government procurement processes and contract vehicles is required
• Uses advanced US Federal Government domain / solutions knowledge to competitive advantage; has strong knowledge of government technology standards, security protocols and the regulations impacting the sale of technology solutions to the Federal Government
• Great ability to recruit, cultivate and motivate high performing sales teams
• Success in small/fast-growing company environments
• Tremendous record of consistently achieving sales targets
• Demonstrated understanding of strategic sales techniques in a high transaction environment in enterprise software
• Excellent written and verbal communication skills
• Bachelor's degree
Benefits:
• healthcare
• dental
• vision
• parental leave and planning
• mental health benefits
• 401(k) plan and match
• flex time-off
• 11 paid holidays
• volunteer time off
• other competitive benefits designed to improve the lives of our employees
Apply Now
Apply Now
• Create and deliver a Public Sector - Federal and SLED - strategic sales plan to serve as a road map for establishing and developing New Relic’s client relationship using your detailed understanding of customer requirements
• Achieve client-specific revenue and growth targets, align sales activities to achieve quarterly and annual revenue targets while showing the ability to partner with our federal GSI’s and regional partner ecosystem.
• Own the relationship within all public sector clients across objectives, opportunities, power map strategies, concerns and barriers; responsible for originating, managing and building strong personal relationships with key client executives, line of business decision-makers and influencers
• Identify new business opportunities, develop new senior level relationships, nurture and grow existing business
• Lead the growth plan and drive New Relic’s position with key public sector entities and agencies
• Ability to travel regularly
• Meet and exceed consumption sales goals
• Engage with customer executives as a New Relic Sponsor on top accounts/opportunities
• Forecast all Key Performance Indicators of consumption
• Lead cross functional strategies for revenue and adoption.
• Successfully recruit, mentor and develop a high performing sales organization
• Input and design compensation strategies
• Engage and coach AE’s on executive engagement and sales capability
• Maintain strong operational hygiene and integrity
• Implement consistent MEDDPPIC and CoM methodology for effective opportunity management
• Build Individual professional development plans for team members
• Inspire and lead career growth for team members
• Improve the scalability, efficiency and effectiveness of our sales team
• Communicate proactively with customers and internally within your team, handle risks and issues and raising upwards as needed
• Partner with pre-sales, marketing, channels, sales ops to identify revenue opportunities and drive revenue and customer satisfaction.
Requirements:
• Minimum of 10 years experience in enterprise software sales
• 8+ years experience in sales management with a minimum of four in second line management
• 10+ years of progressively responsible experience within the Government and Education technology sales arenas
• Proven track record of sales success in government agency/public sector
• Demonstrable success driving large US Federal Government and State Local Government program capture
• Thorough understanding of US Federal Government procurement processes and contract vehicles is required
• Uses advanced US Federal Government domain / solutions knowledge to competitive advantage; has strong knowledge of government technology standards, security protocols and the regulations impacting the sale of technology solutions to the Federal Government
• Great ability to recruit, cultivate and motivate high performing sales teams
• Success in small/fast-growing company environments
• Tremendous record of consistently achieving sales targets
• Demonstrated understanding of strategic sales techniques in a high transaction environment in enterprise software
• Excellent written and verbal communication skills
• Bachelor's degree
Benefits:
• healthcare
• dental
• vision
• parental leave and planning
• mental health benefits
• 401(k) plan and match
• flex time-off
• 11 paid holidays
• volunteer time off
• other competitive benefits designed to improve the lives of our employees
Apply Now
Apply Now