Principal Account Executive - Mid-Enterprise Sales

at  New Relic

Req ID
FY24|S&M|#6322
Location(s)
Sydney, Australia;
Your opportunity
Are you a software sales pro looking to take your career to new heights? Do you want to work with a company – and a product – on the fast track? Take a look at New Relic!
This is an exciting opportunity to take an industry leading SaaS technology solution into the ANZ Market. New Relic is the leading Observability Platform in the market that is enjoying enormous growth globally. Locally in ANZ New Relic is expanding rapidly in Enterprise accounts in various segments including Conglomerates, Large and Mid size, Decacorns, Unicorns, Soonicorns, DNB’s and organizations with multi million dollar cloud spend and in process to migrate to cloud.
We are looking for an accomplished, quota-carrying sales professional to share their skills to drive our technology and delight our customers. The person will be responsible for getting new logos and continue to grow an already strong install base.
This opportunity provides unique opportunities to grow personally and professionally.
What you’ll do

You will have a track record of over-quota achievement and will grow an ambitious pipeline of business as a result of outbound prospecting, creativity, and simple hard work. You will navigate through complex organizations and sell to multiple decision-makers, including the “C Suite”.

• Responsible for Large/Enterprise Accounts and its subsidiaries
• Consistently achieve qualified opportunity and pipeline quotas to ensure territory revenue objectives
• Demonstrate ability to engage CXO level within an organization and present organizations offerings.
• Easily communicate the business impact of extraordinary software to both technical and business customers
• You will be passionate about developing sales plans to strategically grow and expand the accounts within an assigned geography
• You have the ability to lead or enlist the support of others in the absence of formal authority
• Develop and implement strategic account plans and approaches in line with the overall strategy formulated by the VP/ Director of the Region standards
• Proactively lead a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical achievements for a one and three-year period
• Develop and execute a strategic plan for your accounts to meet monthly, quarterly and annual bookings & revenue objectives
• Work closely with team to provide account management on enterprise customers, partnering with technical team to provide expertise and support to grow New relic consumption growth, and participating in client engagements up to C-level engagements for more complex solutions positioning
• Work with partner team on new business plan to identify new business opportunities with focus partners and fully qualify these opportunities using Value selling Sales Process to convert partner leads to net new logo acquisition
• Develop a strategy for long term success - while both building and managing your own book of business

This role requires

• Bachelor degree or equivalent
• 12+ years of sales experience with min. 7 years sales experience in software industry
• 7 years of demonstrated success in net new software sales at the enterprise level; selling six-and-seven figure deals and leading a coordinated selling team
• Deep and creative sales hunter skills. Generating and maintaining pipeline QoQ.
• Good network and connection within ANZ conglomerates and large enterprises
• Continuous, substantial, and proven success in enterprise sales
• Networks internally and externally with senior professionals in area of expertise.
• Technical background, with a basic understanding of infrastructures and SaaS industry in general
• Operates independently in a complex environment.
• Have experience of SFDC and a variety of software business tools, including Tableau, PowerPoint, Zoom, etc.
• Experience selling to C-Level and across both IT and business units to customers - Enterprise Customers in the ANZ is a plus.
• Strong technical aptitude.
• Passion and commitment for customer success.
• Ability to sell a platform.
• Strong time management skills.
• Proven consultative sales solution skills, including the ability to articulate a clear, concise return on investment value statement.
• Ability to maintain a high level of productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment.

Bonus points if you have

• Knowhow in Application Performance Monitoring (APM), Observability, DevOps or related cloud software

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 https://newrelic.avature.net/accommodations to submit your request.

• Bachelor degree or equivalent
• 12+ years of sales experience with min. 7 years sales experience in software industry
• 7 years of demonstrated success in net new software sales at the enterprise level; selling six-and-seven figure deals and leading a coordinated selling team
• Deep and creative sales hunter skills. Generating and maintaining pipeline QoQ.
• Good network and connection within ANZ conglomerates and large enterprises
• Continuous, substantial, and proven success in enterprise sales
• Networks internally and externally with senior professionals in area of expertise.
• Technical background, with a basic understanding of infrastructures and SaaS industry in general
• Operates independently in a complex environment.
• Have experience of SFDC and a variety of software business tools, including Tableau, PowerPoint, Zoom, etc.
• Experience selling to C-Level and across both IT and business units to customers - Enterprise Customers in the ANZ is a plus.
• Strong technical aptitude.
• Passion and commitment for customer success.
• Ability to sell a platform.
• Strong time management skills.
• Proven consultative sales solution skills, including the ability to articulate a clear, concise return on investment value statement.
• Ability to maintain a high level of productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment