Director, Sales – Public Sector

Job Description: • 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. 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 Benefits: • healthcare • dental • vision • parental leave and planning • mental health benefits • 401(k) plan and match • flex time-off • 11 paid holidays • volunteer time off • other competitive benefits designed to improve the lives of our employees