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Director, Solutions Consulting

Australia, Melbourne · Job Posted January 18, 2026
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Job Description

As the Director of Solutions Consulting, you will be a strategic leader responsible for building, mentoring, and scaling a high-performing team of Solutions Consultants. You will oversee the technical sales strategy, ensuring your team effectively removes technical friction and demonstrates the 'Technical Win' for both new logos and enterprise expansions. You are a 'leader of leaders' or a 'leader of experts' who balances deep technical observability knowledge with executive-level business acumen. You will partner closely with Sales Leadership (RVP/VP), Product, and Customer Success to drive the regional revenue engine.

Job Responsibility

  • Hire, develop, and retain a world-class team of SCs
  • Foster a culture of technical excellence, continuous learning, and value-based selling
  • Act as the executive technical sponsor for 'must-win' enterprise deals, building relationships with customer CTOs and CIOs
  • Define and optimize the SC engagement model, including discovery standards, POC frameworks, and value-realization assets
  • Partner with Regional Sales Directors to align technical resources with territory goals and ensure a healthy pipeline of qualified opportunities
  • Act as a key stakeholder for the Product Management team, funneling regional market requirements and competitive intelligence into the product roadmap
  • Lead a high-performing team of Solutions Consultants (SCs)
  • Act as the primary technical partner to Regional Sales Vice Presidents (RVPs)
  • Align technical resources to the highest-impact opportunities and ensure the team is positioned to hit quarterly and annual revenue targets
  • Standardize the methodology for discovery workshops, Proofs of Concept (PoCs), and value-realization assets
  • Ensure that every SC is equipped to remove technical objections and provide clear differentiation against competitors
  • Act as a 'Player-Coach' for high-stakes enterprise deals, building relationships with C-Suite stakeholders (CTOs, CIOs, VPs of Engineering) to act as a trusted advisor
  • Synthesize field intelligence into actionable insights for Product Management and Marketing to influence the roadmap and refine our competitive positioning
  • Be the Technical lead for New Relic prospects (new logos) and customers and own the technical strategic direction in the account
  • Develop, position and provide product-centric and value-centric solutions during sales cycles, while achieving quarterly and annual sales goals for an assigned territory
  • Partner with the Sales Account Executives to generate new revenue by taking technical ownership of the opportunity pursuits throughout the sales cycle
  • Develop deep expertise of New Relic products and services
  • Partner with sales for effective qualification (technical and business) for prospects (new logos) and expansion opportunities with existing customers
  • Lead value and solution discovery workshops to determine customers' challenges
  • Create compelling Technical Proofs through demonstrations, presentations, workshops and business value assets to align our solution and value with customer initiatives, needs and business challenges
  • Develop and present provocative points of view to showcase the current and future potential of customers standardizing on the New Relic platform
  • Develop and successfully execute proof-of- concept and pilot engagements to showcase New Relic value proposition aligned to customers business metrics/outcomes
  • Identify and resolve critical business/technical issues from customers, partners and colleagues
  • Directly contribute in achieving revenue goals set for the assigned respective territory
  • Collaborate as part of a broader account team to strategize and address business and technical problems
  • Share and learn best practices and re-usable assets with other Solutions Consultants to enhance the quality and efficiency of the team
  • Provide feedback to product management about product enhancements that can address customer needs and guide additional value
  • Stay current on competitive analysis and market differentiation
  • Build strong working relationships with key customer stakeholders and executives and help create champions for New Relic within the customer base
  • Support marketing initiatives such as speaking at industry events, executive briefings, user groups, conferences and signing up customer references as well as social media campaigns

Requirements

  • 12+ years of experience in Pre-Sales/Solutions Consulting
  • at least 3–5 years in a leadership or management role
  • Deep understanding of the Observability landscape (APM, Logging, Infrastructure) and Cloud ecosystems (AWS, Azure, GCP)
  • Familiarity with OpenSource standards (OpenTelemetry, Prometheus, Grafana) and modern software architectures (Microservices, Serverless, K8s)
  • Mastery of value-based selling methodologies (e.g., MEDDPICC, Command of the Message)
  • Bachelor’s degree in Computer Science, Engineering, or a related field
  • MBA is a plus
  • Exceptional emotional intelligence (EQ), conflict resolution skills, and the ability to inspire a team during high-pressure sales cycles
  • Ability to travel within the region to support key customer engagements and team offsites
  • Pre-sales experience and/or in similar customer-facing technical roles (5+ years desirable)
  • Experience and understanding of monitoring and observability including experience with: AWS, GCP, Azure, DevOps, CI/CD, AIOps, logging, data analytics and visualization
  • Experience with open source technologies including Prometheus, Grafana, Opencensus, ELK is desirable
  • Development experience in one or more of the following languages – Java, .NET, Ruby, C/C++, Python, JavaScript, React
  • Clear understanding of cloud architecture, networking, Infrastructure as Code, serverless computing
  • Excellent written, verbal, presentation and interpersonal skills
  • Strong problem solving skills
  • Understanding of value based selling in customer facing roles
  • Strong balance of sales, business and technical skills
  • Experience working with enterprise customers, especially in the following industry verticals : Digital Natives, ECommerce/Retail, Healthcare, Media and Entertainment, Telco, Financial Services, Gaming, Hospitality and Travel
  • Passion and energy for technology and a desire to learn
  • Willingness to travel

Nice to have

  • MBA is a plus
  • Experience with open source technologies including Prometheus, Grafana, Opencensus, ELK is desirable

What we offer

Flexible workforce model (fully office-based, fully remote, or hybrid)

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