高级客户经理
Senior Account Executive
我们是一支致力于塑造可观测性未来的技术创新者和先驱者组成的全球团队。在New Relic，我们构建了一个智能平台，使企业能够在以人工智能为核心的世界上蓬勃发展，为他们提供对其复杂系统的无与伦比的洞察力。随着我们全球业务的不断扩展，我们正在寻找充满热情的人才加入我们的使命。如果您准备好帮助世界一流的公司优化其数字应用，我们邀请您探索在我们这里的职业发展！
**您的机会**
负责向新客户的所有相关方销售，并制定策略赢得新客户。与所有New Relic销售支持资源（例如高管、需求生成、解决方案咨询）协作，支持潜在客户的兴趣。了解如何将New Relic定位以战胜竞争对手。
**您将负责：**
- **推动客户获取** – 负责自己的区域，与目标客户中的所有相关方建立关系，以最大化新客户的销售额，目标是成为客户长期业务解决方案的一部分。识别客户需求，然后从我们的产品组合中配置合适的方案来满足这些需求。
- **扩大销售漏斗顶端** – 通过自主拓展潜在客户，补充中心化营销活动，与多个层级建立关系——包括高管赞助人、影响者和日常用户。建立积极的关系以激发兴趣。
- **推动销售执行** – 使用New Relic的销售流程完成大规模、多年期订阅制交易。准备准确的预测，建立覆盖预订目标的销售管道，记录Salesforce中的活动，并执行其他有助于推动收入并向上级汇报活动的任务。
- **以客户为中心进行销售** – 分析每个客户的商业计划和现有技术架构。查阅公开信息（如新的FDA批准、高管任命、新闻稿）以了解公司及其竞争对手的潜在需求触发因素。
- **展示对New Relic产品的熟练掌握** – 熟悉New Relic的产品线，具备扎实的业务知识。
**此职位要求：**
- 在软件/科技公司担任客户经理，具有承担销售指标的丰富销售经验，专注于新业务获取
- 具有坚韧不拔和快速取得成果的业绩记录，具备紧迫感
- 具有成功完成交易的业绩记录
查看英文原文
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**
Responsible for selling to all stakeholders within new accounts and crafting strategies to win new logos. Collaborate with all New Relic sales support resources (e.g., executives, demand generation, solution consulting) to support prospect interests. Understand how to position New Relic to beat the competition.
**What you'll do:**
- **Driving Account Acquisition** – Own territory and cultivate relationships with all pertinent stakeholders within target accounts to maximize sales into new accounts with the objective of being part of the customers’ long-term business solution. Identify customer needs and then configuring an appropriate offering from our portfolio to meet those needs.
- **Expanding Top of Funnel** – Complement centralized marketing campaigns with own prospecting, develop relationships and alignment at multiple levels – C level executive sponsors, influencers, and day-to-day users. Establish positive relationships that drive interest.
- **Driving Sales Execution**– Use New Relic’s sales process to close large-scale, multi-year subscription-based deals. 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.
- **Selling with Customer Focus**– Diagnose each account’s business plan and existing technology stack. Review public information (e.g., new FDA approvals executive appointments, press releases) for the company and its competitors to remain updated on potential demand triggers.
- **Demonstrating New Relic Product Proficiency** – Be proficient with a working knowledge across New Relic’s product lines.
**This role requires:**
- Extensive experience in a quota-carrying sales experience as an account owner at a software/technology company with a focus on new business acquisition
- Track record of tenacity and driving results with a sense of urgency
- Track record of closing multi-year and subscription-based SaaS deals
- Proven ability to cultivate relationships based on advising on quality or manufacturing insights, best practices and strategy
- Excellent leadership and strong ability of working with and indirectly managing sales support colleagues
- Viewed as an expert in domain by accounts
- Bachelor’s degree or equivalent work experience
Please note that visa sponsorship is not available for this position
#LI-JJ2
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 reach out to [resume@newrelic.com](mailto:resume@newrelic.com).
We believe in empowering all Relics to achieve professional and business success through a flexible workforce model. This model allows us to work in a variety of workplaces that best support our success, including fully office-based, fully remote, or hybrid.
**Our hiring process**
In compliance with applicable law, all persons hired will be required to verify identity and eligibility to work and to complete employment eligibility verification. Note: Our stewardship of the data of thousands of customers means that a criminal background check is required to join New Relic.
We will consider qualified applicants with arrest and conviction records based on individual circumstances and in accordance with applicable law including, but not limited to, the [San Francisco Fair Chance Ordinance](https://sfgov.org/olse/sites/default/files/FCO%20poster2020.pdf).
Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. New Relic does not accept unsolicited headhunter and agency resumes, and will not pay fees to any third-party agency or company that does not have a signed agreement with New Relic.
New Relic develops and distributes encryption software and technology that complies with U.S. export controls and licensing requirements. Certain New Relic roles require candidates to pass an export compliance assessment as a condition of employment in any global location. If relevant, we will provide more information later in the application process.
Candidates are evaluated based on qualifications, regardless of race, religion, ethnicity, national origin, sex, sexual orientation, gender expression or identity, age, disability, neurodiversity, veteran or marital status, political viewpoint, or other legally protected characteristics.
Review our Applicant Privacy Notice at [https://newrelic.com/termsandconditions/applicant-privacy-policy](https://newrelic.com/termsandconditions/applicant-privacy-policy)