New Relic Director, Strategic and Technical Alliances San Francisco, California
Partnerships are the foundation for driving preference in the market for the New Relic Platform and are a significant source of new opportunity identification with our sales teams. New Relic’s Alliances and Channels team act as the masterminds behind these strategic relationships and our team continues to expand!
The Director of Strategic and Technical Alliances will be responsible for developing relationships with various strategic alliances and build upon hundreds of existing relationships with technical alliances (ISV’s) who have integrations with the New Relic platform. These partnerships and the broader partner ecosystem is the foundation for a significant part of New Relic’s go-to-market strategy.
The Director will serve as the primary point of contact for all strategic and technical alliances, along with a small team of alliance managers and/or ISV managers. This role will require a player/coach approach where the Director will own some key relationships, and lead a small team in the development of various other relationships.
In addition to the external business development efforts, the Director will need to work internally to build, develop and manage the program elements for various programs such as developer programs and technical alliances. The Director will need to work cross-functionally across New Relic teams including sales, channel sales, marketing, product management, development/engineering, pre-sales, finance, legal, services, support, and education. This person will be charged with establishing a shared vision between New Relic and the partner developing and executing the strategic plan and nurturing key executive relationships required to support the plan.
What You’ll Do:
Lead business development efforts with various strategic and technical alliances. This will include long-term relationship development for some large players in the industry
Develop relationships with technical alliances which may include companies that build integrations with New Relic, and other types of technical relationships, whereby we also want to explore the benefits of expanding joint go-to-market efforts.
Build and manage a technical alliance (ISV) program and continuously expanding on the benefits of the program for partners, while ensuring partners maintain key requirements of the program.
Recruit and develop team members to execute the Alliances plan as the quantity and size of partnerships scale.
8+ years of experience in software and IT industry doing related business development, strategic alliance and/or partner management
Strong relationships with key executives in the cloud, SaaS and IT industry including companies such as ServiceNow, VMware, SAP, Oracle, Salesforce, Adobe, etc
Experience with direct and indirect sales and go-to-market initiatives with SaaS platforms
Experience enabling enterprise sales organizations, and programs such as solution selling
Experience selling and marketing solutions via cloud marketplaces
Demonstrated track record of successful quota attainment in a sales and alliances role, tracking all types of measurements including sell through, sell to and sell with (partner influence)
Demonstrated aptitude for emerging industry trends including digital transformation, DevOps, microservices, containers, orchestration, cloud adoption
Experience motivating, leading, developing a team of go-to-market professionals
Aptitude to develop, negotiate, and implement partner business plans that drive partner revenue goals
Ability to develop new strategic alliances and field partnerships
Capability to work independently and in a team environment
Experience working with partners, channel, and integrators to build strategic programs that drive demand and sales
International go-to-market experience
Ability to travel up to 50%
Please note that visa sponsorship is not available for this position.
Our office is in the tech-rich urban center of San Francisco, with easy commute access and a plethora of good eats. We provide competitive compensation, equity and big-company benefits (medical, dental, etc.)—all while maintaining the energy, agility, and fun of a start-up.
New Relic provides the real-time insights that software-driven businesses need to innovate faster. Our cloud platform makes every aspect of modern software and infrastructure observable, so companies can find and fix problems faster, build high-performing DevOps teams, and speed up transformation projects. We’re proudly trusted by more than 50% of the Fortune 100.
Founded in 2008, we’re a global company focused on building a culture where all employees feel welcome, where people can bring their whole selves to work and feel supported and empowered to thrive. We’re consistently recognized as a distinguished employer and are committed to building world-class products and an award winning culture. For more information, visit 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. Note: Our stewardship of the data of thousands of customers’ means that 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, but not limited to, 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.
New Relic is an equal opportunity employer. We eagerly seek applicants of diverse background and hire without regard to race, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities (or disability), age, sexual orientation, veteran status, or any other characteristic protected by law.
New Relic (NYSE: NEWR) is the industry’s largest and most comprehensive cloud-based instrumentation platform built to create more perfect software. The world’s best software and DevOps teams rely on New Relic to move faster, make better decisions and create best-in-class digital experiences. If you run software, you need to run New Relic. We’re proudly trusted by more than 50% of the Fortune 100.
Founded in 2008, we’re a global company focused on building a culture where all employees feel a deep sense of belonging, where every ‘Relic’ can bring their whole self to work and feel supported and empowered to thrive. We’re consistently recognized as a distinguished employer and are committed to building world-class products and an award winning culture. For more information, visit newrelic.com.