New Relic

• This role specifically will need to be a technical leader in the Java and .Net APM agents and Alerts (or able to ramp up quickly), eventually jumping in with agents such as Node, GO, PHP, Python • Support New Relic customers by solving complex installation, configuration, and data exploration requests • Increase your skill set through additional training and exposure to other programming languages featured in our product suite • Advocate for our customers to our Product Organization by providing feedback on feature requests and bugs to improve the customer experience • Contribute to both internal and customer-facing documentation and Knowledge Centered Support (KCS) • This opening is for a position working day shift hours of 8am-5pm PT Mon-Fri. You may be located in ET, CT, MT or PT time zones and committed to working PT hours. Working occasional weekend days or holidays may be required on an as-needed basis

• Establish and run the Rhythm of Business (RoB) for the Commercial organization, driving operational excellence and strict rigor across all field operations. • Manage the weekly, monthly, and quarterly cadence of commercial and renewals team activities, including QBRs, forecasting, planning, and opportunity management. • Ensure assigned Commercial and Renewals objectives are completed accurately and on time, aggressively monitoring the sales organization’s compliance with CRM data standards and process rigor. • Act as a trusted advisor to the Global VP of Commercial and Sales leadership, shaping GTM strategy and supporting the global Product-Led Growth (PLG) motion. • Represent the Commercial and Renewals business requirements in key cross-departmental initiatives, ensuring tight alignment between overarching business strategy and day-to-day operational processes. • Strategize and enable the development of global standards, policies, and procedures to streamline operations for a high-volume, transactional sales environment. • Optimize the end-to-end renewals lifecycle to actively improve customer retention rates, mitigate churn, and drive sustainable growth and expansion across our expansive long-tail business. • Leverage historical trends, pipeline coverage data, and deal-specific knowledge to guide leaders during forecasting, driving highly predictable outcomes. • Analyze customer health and consumption data to understand potential downgrade risks, collaborating with cross-functional teams to identify and operationalize new methods to drive risk mitigation strategies. • Build repeatable, complex analyses and operational models (using Excel/Google Sheets) that synthesize vast datasets to identify trends, consumption patterns, and product adoption. • Manage and optimize reporting packages for team effectiveness, conducting rigorous metrics reviews with sales management to improve productivity and actionability. • Lead projects focused on simplifying workflows, optimizing the CRM (Salesforce) experience, and driving efficiency throughout the Commercial and Renewals organization.

• Lead the design, build, and annual refresh of the company's value selling framework - including core value pillars, differentiated positioning, proof points, and buyer-facing narratives — developed in close partnership with Sales, Marketing, and Product leadership. • Facilitate cross-functional alignment sessions with Sales, Marketing, and Product to ensure the value framework remains a living asset - consistently reflected in messaging, content, campaigns, and seller conversations. • Partner with Marketing to build and manage a world-class sales content library - including pitch decks, business case templates, battle cards, and discovery guides - aligned to buyer personas, verticals, and stages of the sales cycle. • Design and lead a global value selling curriculum - including onboarding modules, ongoing skills training, and manager coaching frameworks - that equips new hires and tenured reps to sell on business outcomes, not features. • You will partner with regional enablement leads to deliver these programs globally — directly owning delivery across the Americas, and partnering with regional enablement leads in EMEA and APAC to adapt and execute them in those markets. • Coach sellers on discovery best practices - helping them uncover business pain, quantify impact, and connect solutions to measurable customer outcomes. • Build and maintain documentation and training content for each stage of the sales cycle - including qualification, discovery, solution framing, forecasting, business case development, and closing motions • Develop manager enablement content that equips frontline leaders to coach their teams on sales process adherence, deal progression, and pipeline quality. • Partner with Revenue Operations to ensure the sales process is reflected accurately in CRM and that stage definitions align to how deals are actually won.

• Collaborate with EMEA GTM Leadership to pinpoint Sales Enablement needs and set success metrics • Design and deliver Sales New Hire Training for EMEA to facilitate quick ramp-up to productivity • Regularly discuss emerging strategic initiatives with senior leadership and create a training schedule that incorporates regional learning needs • Partner with EMEA Sales, Customer Success, and GTM leadership to design, build, and implement continuous enablement programs for GTM roles • Work with the Global Enablement Program to create and deliver experiential learning initiatives • Create and deliver training materials specifically designed for GTM roles in partnership with technical enablement team • Develop and implement training objectives and performance benchmarks, providing regular updates to stakeholders

• The Hunt: Master outbound strategy. Generate new business opportunities within the ASEAN market through tailored cold calls, personalized emails, and savvy social selling. • The Qualifier: Be the detective! Quickly understand customer pain points—what's keeping Indian CTOs and DevOps leads up at night?—and articulate exactly how New Relic solves it. • The Strategist: Team up with your AEs to map target accounts across various sectors (Fintech, E-commerce, EdTech, and many more!), identify decision-makers, and craft irresistible outreach campaigns. • The Accelerator: Diligently manage, nurture, and grow your prospect pipeline, turning early-stage curiosity into qualified, valuable meetings. • The Closer (of Meetings): Consistently crush your daily, weekly, and monthly metrics for qualified meetings and pipeline contribution while delivering a stellar customer experience.

• Lead the technical design and architecture of comprehensive New Relic solutions, focusing on large-scale deployment, data correlation strategies, and best practices for instrumenting microservices, serverless, and complex distributed systems. • Design and implement automated deployment and configuration solutions for New Relic using Infrastructure as Code (IaC) tools (e.g., Terraform, Ansible) and scripting (e.g., Python, Go, Shell). • Serve as the subject matter expert on Observability concepts, APM, Infrastructure Monitoring, and Log Management. • Provide advanced technical guidance during initial deployments and optimization phases, addressing complex data ingestion, performance, and platform configuration challenges. • Create and deliver technical documentation, blueprints, and training to enable customer Platform teams and internal Professional Services/Partner resources to confidently manage and extend the implemented solution.

• Design and battle-test list prices, discount curves, and price multiples for all existing and emerging technologies, with a specific focus on advanced AI capabilities and Compute Capacity Units (CCU). • Build comprehensive financial models encompassing COGS, revenue projections, and gross margin impact to ensure all pricing and packaging decisions drive sustainable business growth. • Develop and execute the transition frameworks (the "carrots and sticks") required to effectively and smoothly migrate existing customers from legacy pricing. • Own the ongoing effectiveness of the CCU meter, ensuring it remains compelling in the observability market and drives both customer adoption and revenue expansion.

• Support technical onboarding: Assist customers in integrating New Relic within their cloud environments, ensuring they begin to realize platform value. • Conduct fundamental training sessions: Help develop educational resources and introductory training that explain core functionalities and benefits. • Monitor and contribute to Mutual Activity Plans: Track customer progress and provide basic insights into observability tool usage. • Interact with technical stakeholders: Work closely with stakeholders to understand initial goals and align platform use to support their objectives. • Partner with customers to develop business cases for expansion and quantify solution impacts through regular reporting. • Present platform capabilities and create new content; provide training to customers for ongoing proficiency.

• Join our team as a Professional Services Consultant, a critical role focused on the technical design, deployment, and adoption of the New Relic Observability platform for our most strategic customers. • Serve as the deep technical expert, translating complex customer needs into robust, scalable, and automated Observability solutions. • Bridge the gap between our product capabilities and the customer's modern, often cloud-native, application and infrastructure environments. • Architect solutions that leverage Platform Engineering best practices, integrating New Relic seamlessly into their CI/CD pipelines, automation frameworks, and internal developer platforms to drive wall-to-wall observability. • Measure success by the depth of technical value realized and the long-term strategic adoption of the platform across customer organizations.

• Serve as the primary liaison between New Relic’s internal sales leadership and AWS/MSFT partner sales teams. • Drive the day-to-day co-sell motion, mapping accounts, identifying new logos, and accelerating existing deals via AWS Marketplace and Azure Marketplace. • Build and execute regional partner plans that generate qualified pipeline, leveraging cloud provider funding programs, incentives, and credits. • Cultivate deep, trusted relationships with AWS and MSFT Partner Development Managers (PDMs), Cloud Account Managers, and field sales leadership. • Educate cloud partner sales teams on New Relic’s value proposition, ensuring we are top-of-mind for cloud migration, modernization, and observability initiatives. • Own and lead Quarterly Business Reviews (QBRs) with internal sales leaders and cloud partner stakeholders to track KPIs, pipeline health, and strategic wins. • Navigate and optimize cloud marketplace listing mechanisms, private offers (CPPO/MPO), and cloud consumption commitments (EDPs/MACC).