About this role
We are a global team of innovators and pioneers dedicated to shaping the future of observability. At New Relic, we build an intelligent platform that empowers companies to thrive in an AI-first world by giving them unparalleled insight into their complex systems. As we continue to expand our global footprint, we're looking for passionate people to join our mission. If you're ready to help the world's best companies optimize their digital applications, we invite you to explore a career with us!
Your opportunity New Relic is seeking a hands-on Senior Manger, 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.
What you'll do
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 requires
• AMER Network: You bring a wealth of executive relationsh