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SVP, Americas Sales at New Relic Inc.

SVP, Americas Sales

New Relic Inc. Herndon, VA (On Site) Full-Time
New Relic is looking to add a key member to the global Sales leadership team. The SVP of Americas Sales is responsible for all aspects of the sales organization in the US, Canada, and Latin America, including revenue and customer growth, recruiting and leading a diverse team, and delivering scalable consumption based sales motions to New Relics customers. The ideal candidate will be a customer-focused industry leader with a consistent track record of exceeding sales growth and adoption goals of SaaS products, specifically within Enterprise Accounts >1,000 employees. The role includes a deep accountability around closing new contracts with complex customers, renewing contracts of existing customers and driving adoption of a cloud based consumption model currently being pioneered by New Relic in the Observability market. The ideal candidate will have a deep understanding of selling cloud based solutions to enterprise customers and also have experience in consumption models aligned to cloud sales motions. The role has a strong go to market (GTM) focus and will align to critical functions such as technical engagement, product development, marketing and support.

This amazing candidate will have deep experience in leading and coaching distributed diverse teams across the full range of business development activities. You are comfortable with the intersection, alignment and management of business development, operations, sales engineering, proposal and contracts functions. You will be responsible for contract conversion, increasing consumption and growth in existing customers.

We're seeking out highly motivated, data- and results-driven executives with an open, collaborative and team-based approach to leadership and management. If you think you've got what it takes, read on!

What you'll do

* Meet and exceed consumption sales goals in each region, consistently, quarter over quarter.
* Engage with customer executives as a New Relic Sponsor on top accounts/opportunities.
* Forecast all KPI's of consumption.
* Excellent communicator with the ability to lead, inspire and manage change in an agile, fast paced environment.
* Build and lead cross functional strategies for revenue and adoption.
* Successfully recruit, coach and develop a high performing diverse sales organization including 6+ VP's across different regions throughout North and South America.
* Input, design and support compensation strategies.
* Engage and coach VP's and Front Line Managers on executive engagement and sales capability.
* Maintain strong operational hygiene and integrity.
* Implement consistent MEDDPPIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Implicate the Pain, Champion, Competition) and CoM (Command of Message) methodology.
* Actively lead a culture of performance management and accountability that includes Individual professional development planning 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, prioritize, 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.

This role requires

* Must have 15+ years of experience as a sales leader with deep experience in recruiting, building, coaching and developing sales teams with deep accountability across revenue and growth goals.
* Ability to develop strategic and operational plans which scale regionally which impact the core performance metrics of the business. Demonstrated ability to think tactically, as needed, to deliver in quarter results while building long term plans which deliver forward thinking goals and aspirations.
* Must have experience in and understanding of both the LATAM and Canadian markets.
* Ability to build and lead sales forecasting mechanisms that foster accurate forecasting.
* Must be an excellent communicator, solutions focused, and highly collaborative to work across the organization and globally.
* High integrity, accountability, and results-oriented. Must be inspiring, motivating, capable of building trusted relationships, a strong negotiator and able to find win-win, but not just relationship-centered.
* Consumption experience is preferable and cloud experience is required.
* Exceptional cross-organization collaboration and communication skills.
* Experience devising regional sales strategy and developing/contributing to enablement programs.
* Strong executive presence.
* Bachelor's degree in Business, Sales, Marketing, or related discipline OR equivalent experience is required.

Bonus points if you have

* Direct experience in the SaaS Application Performance Monitoring industry strongly preferred
* MBA preferred.

Recommended Skills

  • Agile Methodology
  • Business Development
  • Contract Management
  • Customer Satisfaction
  • Economy
  • Forecasting
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