Director, Partner Sales

About the Company

New Relic is recognized for its innovative approach to observability, providing an advanced platform that enables organizations to gain critical insights into complex digital ecosystems, especially in an era increasingly defined by artificial intelligence. With a global reach and a focus on empowering clients to maximize their digital operations, New Relic is expanding its presence and welcoming dynamic individuals who are eager to make a difference.

Role Overview

We are seeking a Director, Partner Sales for the APJ Alliances & Channels team. This leadership role will focus on overseeing partner relationships, advancing engagement strategies, executing collaborative go-to-market plans, improving integration value, and overseeing distribution through major cloud marketplaces. The position will also include mentoring direct team members and spearheading high-impact partnerships, particularly with leading cloud providers.

Key Responsibilities

• Oversee an APJ-based team of partner managers, guiding all phases of partnership development—contracting through to execution, including onboarding New Relic solutions onto partner marketplaces and managing joint go-to-market initiatives.
• Strengthen and nurture strategic relationships at various levels across cloud partner organizations to deepen collaboration and bolster partnership visibility.
• Ensure comprehensive enablement of partner teams (sales, technical, services, and management) to maximize collaborative success.
• Drive effective joint business planning including shared goals, identifying joint customer opportunities, and tracking key performance outcomes.
• Collaborate with partners and internal teams to create and deliver SaaS offerings through partner ecosystems.
• Develop and maintain best practices documentation for partner co-selling processes.
• Manage the generation and tracking of the partner-sourced sales pipeline and opportunities.
• Facilitate consistent training, enablement, and informational sessions for all partners.
• Monitor and report on the development of partner-generated opportunities, pipeline status, and finalized deals.
• Support autonomy among team members while maintaining alignment with overall company objectives.

Requirements

• Bachelor’s degree or internationally recognized equivalent (significant experience in the field may be considered in lieu of each year of education).
• Extensive experience in managing and leading large-scale cloud provider partnerships within the APJ region.
• Proven ability to design and execute business plans, craft joint value propositions, and deliver successful go-to-market strategies and outcomes.

Preferred Qualifications

• Background within the observability domain in APJ.
• Capacity to articulate, share, and advocate for visionary concepts with both internal and external stakeholders.
• Familiarity with global delivery models.

Additional Information

• Visa sponsorship is NOT offered for this position.
• New Relic supports a flexible workforce model, offering office-based, remote, and hybrid work arrangements.
• Compliance with general employment law is required, including identity and eligibility verification and, due to customer data handling, a criminal background check.
• Participation from headhunters or recruitment agencies is not accepted unless specifically agreed upon in advance.
• Certain positions may require candidates to complete an export compliance assessment.
• New Relic values diversity and inclusion, welcoming candidates from varied backgrounds and abilities.

Equal Opportunity Statement

Candidates are considered based on their qualifications without regard to legally protected statuses including, but not limited to, race, gender, disability, religion, and sexual orientation.