Req ID: 5097
Location(s): Auckland, New Zealand
Work arrangement(s): Fully Remote (works exclusively from home)
Your opportunity
If you have that special mix of DNA that makes an extraordinary Solutions Consultant (SC) – the blend of great business savvy and technical prowess – then we are a match made in heaven!
As a key member of our New Relic Solutions Consulting (NRSC) team, you will be responsible for understanding a client's business challenge 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.
You will be responsible for driving revenue for our New Relic platform with the support and partnership of Sales, Product Management and our executive team. This role requires a hands-on solution consultant who can go wide and deep on solution positioning, differentiation and value during sales cycles.
What you'll do
You will be the Technical lead for New Relic prospects (new logos) 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 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:
Develop deep expertise of New Relic products and services
Partner with sales for effective qualification (technical and business) for prospects (new logos) and expansion opportunities with existing customers
Lead value and solution discovery workshops to determine customers' challenges
Create compelling Technical Proofs through demonstrations, presentations, workshops and business value assets to align our solution and value with customer initiatives, needs and business challenges to get customer buy-in and support for the proposed strategic/technical solution.
Develop and present provocative points of view to showcase the current and future potential of customers standardizing on the New Relic platform
Develop and successfully execute proof-of-concept and pilot engagements to showcase New Relic value proposition aligned to customers business metrics/outcomes
Identify and resolve critical business/technical issues from customers, partners and colleagues
Directly contribute in achieving revenue goals set for the assigned respective territory.
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
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
Pre-sales experience and/or in similar customer-facing technical roles (5+ years desirable)
Experience and understanding of monitoring and observability including experience with: AWS, GCP, Azure, DevOps, CI/CD, AIOps, logging, data analytics and visualization
Experience with open source technologies including Prometheus, Grafana, Opencensus, ELK is desirable
Development experience in one or more of the following languages – Java, .NET, Ruby, C/C++, Python, JavaScript, React
Clear understanding of cloud architecture, networking, Infrastructure as Code, serverless computing
Excellent written, verbal, presentation and interpersonal skills
Strong problem solving skills
Understanding of value based selling in customer facing roles
Strong balance of sales, business and technical skills
Experience working with enterprise customers, especially in the following industry verticals : Digital Natives, ECommerce/Retail, Healthcare, Media and Entertainment, Telco, Financial Services, Gaming, Hospitality and Travel
Passion and energy for technology and a desire to learn
Willingness to travel
Fostering a diverse, welcoming and inclusive environment is important to us. We work hard to make everyone feel comfortable bringing their best, most authentic selves to work every day. We celebrate our talented Relics' different backgrounds and abilities, and recognize the different paths they took to reach us – including nontraditional ones. Their experiences and perspectives inspire us to make our products and company the best they can be. We're looking for people who feel connected to our mission and values, not just candidates who check off all the boxes.
If you require a reasonable accommodation to complete any part of the application or recruiting process, please visit this link to submit your request.
Our hiring process
Please note that visa sponsorship is not available for this position.
In compliance with applicable law, all persons hired will be required to verify identity and eligibility to work and to complete employment eligibility verification. Note: Our stewardship of the data of thousands of customers' means that a criminal background check is required to join New Relic.
Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. New Relic does not accept unsolicited headhunter and agency resumes, and will not pay fees to any third-party agency or company that does not have a signed agreement with New Relic.
New Relic is proud to be an equal opportunity employer. We foster a diverse, equitable, and inclusive environment, free from all types of discrimination, so our Relics can thrive. We hire people with different backgrounds, experiences, abilities and perspectives.
Candidates are evaluated based on qualifications, regardless of race, religion, ethnicity, national origin, sex, sexual orientation, gender expression or identity, age, disability, neurodiversity, veteran or marital status, political viewpoint, or other legally protected characteristics.
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