Director, Sales - Public Sector

New Relic•Silver Spring, MD

About The Position

We are a global team of innovators and pioneers dedicated to shaping the future of observability. At New Relic, we build an intelligent platform that empowers companies to thrive in an AI-first world by giving them unparalleled insight into their complex systems. As we continue to expand our global footprint, we're looking for passionate people to join our mission. If you're ready to help the world's best companies optimize their digital applications, we invite you to explore a career with us! Your opportunity New Relic is looking to add a key member to our Sales leadership team! The Senior Director of Public Sector is responsible for all aspects of our government focused sales organization in the US, including revenue and customer growth, recruiting and leading a diverse team, delivering scalable consumption based sales motions and identifying and engaging key partnerships. This tremendous individual will be a customer-focused industry leader with a proven 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 sophisticated 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 in the public sector and have experience in creating transformative initiatives for government entities and education customers. 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. You will have deep experience in the Public Sector, leading and coaching distributed diverse teams across the full range of business development activities. You thrive at 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 are seeking problem solvers, innovators, and dreamers who are searching for anything but business as usual. Like us, you are highly motivated, data and goal driven, with an open, collaborative, and team-based approach to leadership and management.

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

Nice To Haves

Direct experience in observability strongly preferred
MBA preferred.

Responsibilities

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.