Senior Account Executive - Mid-Enterprise Sales

The Account Executive (Engaged) is a quota-carrying role serving as the leader for a book of existing accounts.  AEs-Engaged own the end-to-end sales process for retaining and expanding spend with these existing customers.  AMs manage and expand relationships in existing accounts to drive retention and unearth cross-sell/upsell opportunities.  AEs-Engaged will cover all product lines, supported by specialists for additional technical expertise.

• Driving Account Expansion – Nurture and expand relationships within customer accounts to uncover cross-sell/upsell opportunities. Communicate the business impact of extraordinary software to both technical and business customers. Build and maintain brand presence within assigned accounts and propel displacement of competing solutions, including cross-sell between different offerings.

• Drive adoption and consumption on existing customer commitments – Partner with technical colleagues to ensure seamless customer adoption and healthy consumption, a key lever for retention and expansion.

• Owning Account Planning to Generate Opportunity Pipeline – Diagnose each account’s business plan and existing technology stack. Build and execute on account plans to drive growth and account penetration. Conduct quarterly account reviews with customers to ensure understanding of their roadmap and long-term goals, and in doing so identify expansion opportunities. Review public information (e.g., LinkedIn posts, press releases) for the company and its competitors to remain updated on potential demand triggers.

• Driving Sales Execution – Use New Relic’s sales process to close large-scale, multi-year deals. Leverage information gleaned in Discovery to partner with Solution Consultants to conduct effective demos. Prepare accurate forecasts, building a pipeline to cover bookings target, documenting activities in Salesforce, and performing other tasks necessary to drive revenue and communicate activities to sales management.

• Demonstrating Industry, Function and New Relic Product Proficiency – Stay informed of competitive landscape and market/product dynamics to share relevant information with customers, answer customer questions, and close competitive deals. Be proficient with New Relic’s product lines. Utilize strong industry and product knowledge to connect customers’ business objectives to specific New Relic solutions.