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Director of Channel and Alliances
2 months ago
We are seeking a seasoned professional to lead our Americas-based partner management team. As the Director of Channel and Alliances, you will be responsible for building and maintaining relationships with leading cloud providers, driving joint business planning, and executing go-to-market strategies.
Key Responsibilities- Lead a team of partner managers in building end-to-end partnerships, including contractual requirements, adding New Relic technology offerings to the marketplace, and executing go-to-market efforts.
- Establish and maintain relationships with multiple levels of cloud partners to drive increased visibility and grow the partnership.
- Ensure partners' sales, technical, service, and management resources are enabled to make the partnership successful.
- Drive a joint partner business planning process to define mutual performance objectives, identify joint customer targets, and critical achievements.
- Align with cloud partners and internal alliance team members to identify and launch SaaS offerings for New Relic.
- Work with your team to document standard processes for co-selling by partner.
- Build and own partner-sourced pipeline for all partners.
- Maintain high-level relationships with cloud partners, ensuring strategic goals are aligned with activities in the field while providing autonomy to team members.
- Ensure training, enablement, and educational sessions are held for all partners.
- Maintain reports on partner opportunities developed, pipeline, and deals won.
- Bachelor's degree or foreign equivalent required from an accredited institution. Alternatively, three years of progressive experience in the specialty in lieu of every year of education and 12+ years of proven experience with strong alliances/business partnerships/account management experience.
- Significant experience in 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.
- Experience within the Observability space.
- Ability to synthesize, communicate, and evangelize a vision with internal and external partners.
- Global Delivery Model experience.
New Relic is a leader in the Observability space, providing a platform for businesses to monitor and optimize their applications and infrastructure. We are committed to fostering a diverse, welcoming, and inclusive environment, where all employees feel comfortable bringing their best, most authentic selves to work every day.
We believe in empowering all employees to achieve professional and business success through a flexible workforce model. This model allows us to work in a variety of workplaces that best support our success, including fully office-based, fully remote, or hybrid.
BenefitsNew Relic provides a variety of benefits for this role, including healthcare, dental, vision, parental leave and planning, mental health benefits, a 401(k) plan and match, flex time-off, 11 paid holidays, volunteer time off, and other competitive benefits designed to improve the lives of our employees.
