Senior Manager, Partner Sales
new relicPhoenix, AZ
Senior Manager, Partner Sales
L6
Occupations
Sales ManagersSales Representatives of Services, Except Advertising, Insurance, Financial Services, and TravelFirst-Line Supervisors of Non-Retail Sales WorkersSenior Manager, Partner SalesNew Relic is seeking a hands-on Senior Manager, Partner Sales to lead the AMER business. This is not a "management-from-afar" role. We need a hands-on, battle-tested leader who will be in the trenches with their team and our Account Executives (AEs) - coaching them on how to nurture, mature, and close new business through the power of the channel. You will lead the charge in a maturing environment, turning ambiguity into execution and evidencing progress over perfection. Your mission is to accelerate New Relic's partner sales business with channel partners including VAR, GSI and regional specialists. You will build a team of hunters to overlay the AMER sales team to drive Partner Sourced ACR and launch revitalized sales motions such as MSP and leverage regional services partners to ramp consumption.
Key Responsibilities:
- The ACR Engine: Primary accountability for driving Partner Sourced ACR across North America and LATAM. You will ensure the channel is a consistent and predictable contributor to AMER's growth.
- Deal Orchestration: Act as the "Deal Maker." You will personally support your team and the direct sales organization to mature partner-led opportunities from discovery to close.
- In-the-Trenches Mentorship: We don't want a reporter; we want a coach. You will spend your time upskilling your team on deal mechanics, partner positioning, and cross-functional alignment.
- Sales Alignment: Build a "one-team" culture between the Channel organization and the Direct Sales AEs, ensuring that partner engagement is viewed as a competitive advantage, not a hurdle or cost center.
- Ecosystem Mastery: Leverage your existing network in the Observability to elevate partner relationships and drive executive commitment.
- Operational Resilience: You will operate in an environment that is still evolving. You must be comfortable building the car whilst driving it at the same time
- Measures of Success (KPIs)
- Partner Sourced ACR: Achievement of regional gross ACR targets sourced directly by partners
- Pipeline Quality: Measurable improvement in the "Stage 2 to Closed-Won" conversion rate for partner-led deals
- Team Quota Attainment: The percentage of your direct reports hitting or exceeding their sourced-revenue targets
- Direct Sales Alignment: Increasing the "Partner Attachment Rate" across all AMER sales territories
- This Role RequiresAMER Network: You bring a wealth of executive relationships across the top North American and LATAM VARs, SIs, and regional partners
- The "Deal Maker" DNA: Proven track record of personally helping sales teams close deals through the channel.
- Resilience & Agility: You thrive in environments that are "under construction." You are a builder who can navigate internal ambiguity to deliver external results.
Nice to Have:
Bilingual Advantage: Proficiency in Spanish or Portuguese is a significant plus for the LATAM component of the role.
Observability Veteran: Mandatory. You have deep experience in the Observability, APM, or Log Management space. You understand the technical and business value drivers in this specific market.
Please note that visa sponsorship is not available for this position.
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Level
LeadL6
Location
Phoenix, AZ
Occupation
Sales Managers
Industry
Computer Systems Design Services
Posted
today
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