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Job description
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
As the Director of Strategic Cloud Partnerships at New Relic you will lead New Relic’s relationships with AWS Microsoft Azure and Google Cloud. This is a high-impact role that combines business development with complex commercial negotiation and go-to-market leverage. Reporting to the VP Ecosystem and Strategic Partnerships you will be the primary architect of these partnerships ensuring that our cloud infrastructure spend translates into strategic leverage better margins and accelerated market growth.
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 cross-functional leadership including co-sell and co-marketing efforts led separately by 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 and services.
What you'll do
Strategic Partner Management
- Partnership Strategy: Define and evolve the strategy for how New Relic wins with AWS Azure and GCP.
- Execution Alignment: Serve as the primary face of New Relic to cloud partner leadership; lead QBRs and Executive Briefing sessions to ensure top-to-bottom alignment.
- Joint Business Plan and GTM Integration: Lead the annual global business plans; partner with Sales and Marketing to ensure our cloud relationships are fueling our co-sell engine and market expansion. Lead the development of Better-Together content use cases and customer win stories.
- Cross-Functional Leadership: Orchestrate a “One New Relic” approach across Product Engineering and Marketing to ensure we are building for and selling with the hyperscaler’s latest innovations.
- Performance Governance: Establish operating cadences and dashboards to track the health funding and strategic impact of each partnership.
Commercial Negotiations & Cloud Spend Oversight
- Strategic Negotiations: Lead the commercial negotiations of major cloud agreements and GTM partnership agreements.
- Spend Management: Maintain a deep understanding of our cloud infrastructure costs and consumption patterns to inform negotiation strategy and commercial terms.
- Financial Partnership: Work closely with FinOps and Finance to review cost models and consumption forecasts ensuring our contracts reflect business needs.
Who You Are:
- A Strategic Orchestrator: You excel at moving organizations towards a shared goal. You know how to navigate the large complex organizations of the hyperscalers to get executive sponsorship and get things done.
- GTM Minded: You understand how cloud marketplaces and co-sell programs work to accelerate New Relic revenue.
- Commercially Sharp: You have “deal teeth.” You understand the levers of a cloud contract and how to work for New Relic’s interests during negotiations.
This role requires
- 10+ years in Cloud Partner Management Business Development or Product Management.
- Cloud Knowledge: Deep understanding of the cloud ecosystem (AWS Azure GCP) and the SaaS market.
- Negotiation Track Record: Proven experience leading the negotiation of at least one major cloud agreement.
- Ability to Execute: Proven ability to translate strategic objectives into executable plans with strong analytical and project management skills.
Bonus points if you have
- Knowledge of observability AI and Agentic AI.
Please note that visa sponsorship is not available for this position.
#LI-JH1
The pay range below represents a reasonable estimate of salary for the listed position. This role may be eligible for the corporate bonus plan. Pay within this range varies by work location and may also depend on job-related factors such as an applicant’s skills qualifications and experience.
New Relic provides a variety of benefits for this role including healthcare dental vision parental leave and planning and mental health benefits a 401(k) plan and match 11 paid holidays volunteer time off paid time-off and other competitive benefits designed to improve the lives of our employees.
Fostering a diverse welcoming and inclusive environment is important to us. We work hard to make everyone feel comfortable bringing their best most authentic selves to work every day. We celebrate our talented Relics’ different backgrounds and abilities and recognize the different paths they took to reach us – including nontraditional ones. Their experiences and perspectives inspire us to make our products and company the best they can be. We’re looking for people who feel connected to our mission and values not just candidates who check off all the boxes.
If you require a reasonable accommodation to complete any part of the application or recruiting process please reach out to [email protected].
We believe in empowering all Relics 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.
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 develops and distributes encryption software and technology that complies with U.S. export controls and licensing requirements. Certain New Relic roles require candidates to pass an export compliance assessment as a condition of employment in any global location. If relevant we will provide more information later in the application process.
Candidates are evaluated based on qualifications regardless of race religion ethnicity national origin sex sexual orientation gender expression or identity age disability neurodiversity veteran or marital status political viewpoint or other legally protected characteristics.
Review our Applicant Privacy Notice at https://newrelic.com/termsandconditions/applicant-privacy-policy
Skills Required
- 10+ years in Cloud Partner Management Business Development or Product Management
- Proven experience leading negotiation of at least one major cloud agreement
- Deep understanding of cloud ecosystem (AWS Azure GCP) and SaaS market
- Strong analytical and project management skills
New Relic Compensation & Benefits Highlights
- Healthcare Strength—U.S. coverage includes comprehensive medical dental vision telehealth EAP mental‑health tools and disability supported by wellness stipends. Feedback suggests these offerings are a clear strength of the package.
- Parental & Family Support—Paid gender‑neutral parental leave and subsidized backup childcare are provided alongside family‑forming benefits such as fertility and adoption support. These supports are consistently highlighted as valuable for U.S. employees.
- Leave & Time Off Breadth—Flexible/unlimited PTO for exempt roles defined PTO for hourly roles paid holidays and volunteer time are explicitly outlined. Feedback suggests this breadth of time‑off options is a notable advantage.
New Relic Insights
What We Do
The New Relic Intelligent Observability Platform helps businesses eliminate interruptions in digital experiences. New Relic is the only AI-strengthened platform to unify and pair telemetry data to provide clarity over your entire digital estate. We move your problem solving past proactive to predictive by processing the right data at the right time to maximize value and control costs. That’s why businesses around the world—including Adidas Runtastic American Red Cross Domino’s GoTo Group Ryanair Topgolf and William Hill—run on New Relic to drive innovation improve reliability and deliver exceptional customer experiences to fuel growth.
Why Work With Us
New Relic leads in intelligent observability with the only AI-strengthened platform unifying telemetry data. Our culture provides employees cutting-edge technology unmatched career development and a true one-team environment where everyone is empowered to grow learn and contribute to our collective success.
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New Relic Offices
OnSite Workspace
We offer hybrid and remote work options which vary based on the specific role and team. Please check the requisition details and confirm the work arrangement with your recruiter.
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