With ever-increasing deal sizes, New Relic needed a true enterprise seller!
I have worked with Mark Fieldhouse (VP) for almost 10 years, as both a candidate and a client – building his Analytics team at IBM and global sales team at Fairsail. New Relic are a leader in the APM space so, whilst the technology is perfect for companies in the digital age, part of the challenge is finding true Enterprise software salespeople who can engage credibly with CMO’s and Head of DevOps alike! The skill to handle complex and ever-increasing deal sizes is key.
With New Relic we also needed a fine-blend of other skills and cultural characteristics, such as: a high-energy approach to prospecting, self-starter mentality, and an almost geeky passion for the technology.
By qualifying a longlist of Enterprise sellers on their abilities and motivations beyond their CV, we were able to create a very precise shortlist of 2 top-tier software executives who quickly moved through the process to offer.