Senior Solutions Consultant
2 weeks ago
As a key member of our New Relic Solution 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 to drive revenue for our New Relic platform with the the support and partnership of Sales, Product Management and our executive team.
This is 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 buyin 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 proofof
- 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 reusable assets with other Solution 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
- Presales 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, Python, JavaScript, React
- Clear understanding of cloud architecture, networking, Infrastructure as a 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
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