We are a global team of innovators and pioneers dedicated to shaping the future of observability. At New Relic, we build an intelligent platform that empowers companies to thrive in an AI‑first world by giving them unparalleled insight into their complex systems. As we continue to expand our global footprint, we’re looking for passionate people to join our mission. If you’re ready to help the world’s best companies optimize their digital applications, we invite you to explore a career with us!
Role Overview
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" 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.
What You’ll Do
* Hire, develop, and retain a world‑class team of Solutions Consultants, fostering 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.
* Serve as a key stakeholder for Product Management, funneling regional market requirements and competitive intelligence into the product roadmap.
* Standardize the methodology for discovery workshops, Proofs of Concept (POCs), and value‑realization assets, ensuring every SC can remove technical objections and differentiate against competitors.
* Act as a "Player‑Coach" for high‑stakes enterprise deals, building relationships with C‑Suite stakeholders (CTOs, CIOs, VPs of Engineering) to serve as a trusted advisor.
* Synthesize field intelligence into actionable insights for Product Management and Marketing to influence the roadmap and refine competitive positioning.
* Lead technical ownership of opportunity pursuits, partnering with Sales Account Executives to generate new revenue and expand existing customer relationships.
* Develop and present provocative points of view, demonstrate technical proofs, and lead value discovery workshops to secure customer buy‑in.
* Collaborate with broader account teams to strategize and address business and technical problems, sharing best practices and reusable assets with Solutions Consultants.
* Support marketing initiatives (industry events, executive briefings, user groups, conferences) and drive customer reference programs.
Required Skills & Qualifications
* 12+ years of experience in Pre‑Sales/Solutions Consulting, with 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). Education: Bachelor’s degree in Computer Science, Engineering, or 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 off‑sites.
Additional Skills
* Pre‑sales experience and/or similar customer‑facing technical roles (5+ years desirable).
* Experience with monitoring and observability tools including AWS, GCP, Azure, DevOps, CI/CD, AIOps, logging, data analytics, and visualization.
* Experience with open‑source technologies such as Prometheus, Grafana, Opencensus, ELK.
* Clear understanding of cloud architecture, networking, Infrastructure as Code, serverless computing.
* Excellent written, verbal, presentation, and interpersonal skills.
* Understanding of value‑based selling in customer‑facing roles.
* Strong balance of sales, business, and technical skills.
* Experience working with enterprise customers across industries (Digital Natives, E‑Commerce/Retail, Healthcare, Media & Entertainment, Telco, Financial Services, Gaming, Hospitality, Travel).
* Passion for technology and a desire to learn.
* Willingness to travel.
Please note that visa sponsorship is not available for this position.
Diversity & Inclusion
Fostering a diverse, welcoming and inclusive environment is important to us. We work hard to make everyone feel comfortable bringing their best, most authentic selves to work every day. We celebrate our talented Relics’ different backgrounds and abilities, and recognize the different paths they took to reach us – including nontraditional ones. Their experiences and perspectives inspire us to make our products and company the best they can be. We’re looking for people who feel connected to our mission and values, not just candidates who check off all the boxes.
If you require a reasonable accommodation to complete any part of the application or recruiting process, please reach out to resume@newrelic.com.
Our Hiring Process
In compliance with applicable law, all persons hired will be required to verify identity and eligibility to work and to complete employment eligibility verification. A criminal background check is required to join New Relic. We will consider qualified applicants with arrest and conviction records based on individual circumstances and in accordance with applicable law, including the San Francisco Fair Chance Ordinance.
Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. New Relic does not accept unsolicited headhunter and agency resumes, and will not pay fees to any third‑party agency or company that does not have a signed agreement with New Relic.
Export Compliance & Security
New Relic develops and distributes encryption software and technology that complies with U.S. export controls and licensing requirements. Certain roles require candidates to pass an export compliance assessment as a condition of employment. If relevant, we will provide more information later in the application process.
Equal Opportunity
Candidates are evaluated based on qualifications, regardless of race, religion, ethnicity, national origin, sex, sexual orientation, gender expression or identity, age, disability, neurodiversity, veteran or marital status, political viewpoint, or other legally protected characteristics.
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