Your opportunity
New Relic is currently seeking a Director of Channel and Alliances to join our WW Alliances & Channels Team! The A&C organization owns all partner relationships, identifies how to engage with varying types of partners, how to identify and close potential opportunities involving a partner, building /executing joint GTM initiatives, improve product value through integrations, and distribution through leading cloud marketplaces. This individual will establish relationships and partnerships with leading cloud providers and provide mentorship to a few direct team members. If this aligns with your experience we would love to talk to you!
What you'll do
  • Lead a team of Americas-based partner managers with responsibilities to build partnerships end to end inclusive of contractual requirements, adding New Relic technology offerings to the marketplace, building /executing go to market efforts, monitoring opportunities and reporting
  • Build, strengthen, and maintain relationships at multiple levels across all cloud partners that will drive increased visibility and grow the partnership
  • Ensure our partners’ sales, technical, service and management resources are enabled as needed to make the partnership successful
  • Drive a joint partner business planning process in which mutual performance objectives, identifying joint customer targets and critical achievements are defined
  • Align with the cloud partners and internal alliance team members to identify how to build / launch SaaS offerings for New Relic in these partners
  • Work with your team to seek out and document standard processes for co-selling by partner
  • Build/Own partner sourced pipeline for all partners
  • Maintain high level relationships with all cloud partners, ensuring that our strategic goals are aligned with activities in the field while providing autonomy to your team members
  • Ensure training, enablement and educational sessions are held for all partners
  • Maintain reports on Partner Opportunities developed, pipeline and deals won
This role requires
  • Bachelor’s degree or foreign equivalent required from an accredited institution. Will also consider three years of progressive experience in the specialty in lieu of every year of education and 12+ years proven experience, with strong alliances/ business partnerships/ account management experience
  • Significant experience in both building and leading successful at-scale cloud provider ecosystem partnerships
  • Impressive track record in building joint business plans, value propositions, campaigns and GTM strategies as well as successful achievement of both strategic and identifying / driving joint opportunity goals
Bonus points if you have
  • Experience within the Observability space
  • Ability to synthesize, communicate, and evangelize a vision with internal and external partners
  • Global Delivery Model experience
Is a Remote Job?
Remote

New Relic helps engineers and developers do their best work every day — using data, not opinions — at every stage of the software lifecycle. The world’s best engineering teams rely on New Relic to...

Apply Now