Principal Account Executive - Enterprise Sales

The Account Manager (AM) is a quota-carrying role serving as the point person and leader for a number of existing accounts.  AMs own the end-to-end sales process expanding into their base of existing customers. AMs manage and expand relationships in existing accounts to drive retention and unearth cross-sell/upsell ops. AMs cover both our Quality and our Manufacturing product lines, supported by specialists for additional subject matter expertise.

• Driving Account Expansion – Nurture and expand relationships within customer accounts to uncover cross-sell/upsell opportunities. Build and maintain brand presence within assigned accounts and propel displacement of competing solutions, including cross-sale between New Relic Quality and Manufacturing product lines. 
• 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 seamless delivery 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., new FDA approvals executive appointments, 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 subscription-based deals. Leverage information gleaned in Discovery to partner with Solution Consultants to conduct effective demo. 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 on competitive landscape and market/product dynamics to share relevant information with customers, answer customer questions, and close competitive deals. Be proficient with a working knowledge across New Relic’s product lines. Utilize strong industry and product knowledge to connect customers’ business objectives to specific New Relic solutions.