Director, Solutions Consulting

• 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

• 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

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

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