Your opportunity
As the Senior Director of Strategic Cloud Partnerships at New Relic, you will be responsible for providing leadership and strategic guidance across New Relic to drive expansion and enhancement of our partnerships with AWS, Microsoft Azure, and Google Cloud. You will serve as the primary point of contact for each cloud relationship, and you will evaluate and help define future ecosystem capabilities, building strategies that enhance partner value through our observability solutions, and guiding New Relic’s future relationship with each strategic cloud partner. Your responsibilities include engaging with C-level executives, integrating partner product integration and go-to-market strategies, and creating frameworks to optimize outcomes for New Relic as well as customer value. You will partner closely with executive leadership of the requisite adjacent cross-functional areas, including the co-sale and co-marketing efforts led separately by the GVP of Partners and Alliances in the go-to-market organization, to ensure that the company's strategic engagements with cloud partners address the company's objectives across the areas of engineering, product, finance, procurement contracting, marketing, sales enablement, services, etc.
What you'll do
Responsibilities
- Develop the cloud partner strategy for New Relic.
- Drive cross-functional team required to deliver strategy, cloud consumption forecasting and analysis, and negotiation and execution of comprehensive contracts with cloud providers.
- Act as the primary point of contact and trusted advisor to cloud partners and build relationships with key stakeholders at partner organizations.
- Collaborate with cross-functional teams to drive joint initiatives and ensure our cloud relationships meet our broader strategic and tactical goals.
- Establish and optimize strategy for and oversee the negotiation of all terms associated with the long-term success of cloud partnerships in support of New Relic’s goals, including cost, technical and operational support and all other general terms and conditions.
- Negotiate partnership agreements and support joint GTM activities.
- Track performance metrics related to partnership success and ensure all critical cloud partnership data is readily available and current to provide insights into status and key risks to enable proactive mitigation and readiness.
Critical Competencies
- Strategic Agility: Ability to negotiate complex agreements and influence decisions across New Relic and its cloud partners.
- Drive for Results: Develop long-term plans aligned with enterprise strategy.
- Communication: Clearly articulate New Relic's observability story to C-Suite audiences.
- Growth Orientation: Mentor and develop team members across the organization.
- Relationship Building: Influence and build partnerships for mutual benefit.
- Collaboration: Set shared objectives with peers to achieve broader goals.
This role requires
- Demonstrated prior experience leading the cross-functional negotiation of one or more key cloud procurement contract, with preferred experience in negotiating with more than one cloud provider in tandem.
- Advanced knowledge of cloud partnerships and relationship development.
- Ability to translate strategic objectives into executable plans.
- Strong analytical skills and project management capabilities.
- Requires 12+ years in management consulting, product management, or alliance partnerships, with 5+ years in a director role.
- Travel Requirements: Occasional domestic and international travel, less than 40%.
