Description:
Act as the designated Pipe Owner for our most strategic existing customers, responsible for converting high-velocity product usage into high-value enterprise partnerships. You will lead the transition from tactical, "bottom-up" adoption to enterprise-wide, "top-down" commitments. Your mission is to ensure the New Relic platform becomes the foundational observability and security layer for the customer’s entire digital estate.
What You’ll Do
- Strategic Pipe Ownership: Proactively mine consumption data and telemetry to identify Consumption Opportunities (CO) and convert elastic usage into predictable Annual Committed Revenue (ACR).
- Whitespace & Consolidation: Map existing accounts to identify silos using legacy point solutions and execute aggressive "Take-out" strategies to drive platform consolidation.
- Account Hygiene Excellence: Execute mandatory Customer Business Reviews (CBRs) and maintain live Account Plans to ensure technical usage aligns with the customer's FY27 business goals and digital transformation milestones.
- Executive Navigation: Secure "Access to Power" by navigating beyond DevOps leads to Economic Buyers (CTO/CIO/VP Eng) to secure multi-year, 5+ -figure commitments and Global MSAs.
- Expansion Motion: Lead with OpenTelemetry (OTel), AI-driven analytics (AIOps), and Security (SIEM/CSPM) capabilities to drive "Center of Excellence" models and estate-wide displacement of niche competitors.
- Drive expansion across a portfolio of established organisations set up in the Commercials segment both existing and net new business { Below $100k Customers}for APAC. Represent the full New Relic platform, connecting to address complex, cross-functional business challenges
- Maintain disciplined pipeline management and forecasting accuracy within a complex, multi-opportunity environment
The Role Requires
- Expansion Expertise: 5+ years of experience in Enterprise Account Management or Sales (AE/SAE), with a proven track record of driving Land-and-Expand motions in high-growth SaaS environments (e.g., Elastic, New Relic, or Grafana) and maintaining long relationships with existing customers.
- Tool Consolidation Specialist: Expert-level experience in "competitive displacement" identifying "shelfware" and articulating the ROI of moving from fragmented tools to a unified observability and security platform.
- Executive Literacy: Ability to translate raw technical consumption (GBs ingested, host counts, or microservices) into business-level ROI and Value Realization frameworks for C-suite stakeholders.
- Mentorship/Engagement (Senior AE): Experience acting as a "Player-Coach," contributing to the FY27 Sales Playbook and managing complex, multi-BU (Business Unit) expansions and global master service agreements.
- Education: Degree in Business, Marketing, or equivalent practical experience navigating complex, multi-layered enterprise sales cycles and MEDDPICC-based forecasting.
- A strong track record of achieving or exceeding revenue targets Experience engaging senior stakeholders, or the capability and credibility to do so effectively
- Experience with SFDC and the ability to provide credible customer references