Director, Sales – Public Sector
New Relic
full-time
Posted on:
Location Type: Remote
Location: District of Columbia • Maryland • United States
Visit company websiteExplore more
Salary
💰 $392,000 - $490,000 per year
Job Level
About the role
- 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
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
enterprise software salessales managementstrategic sales techniquesopportunity managementMEDDPPIC methodologyCoM methodologyrevenue forecastingsales goal achievementgovernment technology standardsUS Federal Government procurement processes
Soft Skills
relationship buildingteam leadershipmentoringcoachingcommunicationproblem-solvingorganizational skillsmotivational skillsstrategic thinkingcustomer engagement
Certifications
Bachelor's degree