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Senior Director, Channel Sales Americas

Company: New Relic
Location: Boston
Posted on: January 15, 2021

Job Description:

Alliances & Channels / Business Development Seattle , Washington Chicago, Illinois Atlanta, Georgia Boston, Massachusetts Austin, Texas At New Relic, the Global Channels team is responsible for identifying and building relationships with partners that are aligned with the sales strategy of our regional leaders. This group is central to New Relic's continued momentum in the region as we scale our business through the partner ecosystems. The Channels team works with the global Alliances team to bring to bear key relationships with our cloud and technology partners and develop new routes to market. We are looking for an outstanding Senior Director of Channel Sales - Americas who will develop our channel strategy with an ecosystem of partners including cloud platform vendors, systems integrators, resellers, MSPs, Independent software vendors, and others. This outstanding person will lead a team of Partner Sales Managers covering the US, Canada, and LATAM regions in both Enterprise and Commercial business segments. As a great addition to our partner business, you will bring your relationships with key executives in partner communities and a track record of success in building channel strategy, go-to-market plans, and executing on strategy for sales, marketing, and services. What You'll Do

  • Develop and be responsible for the strategy for building the AMERICAS partner ecosystem, leaning on global, regional, and local partners to expand market opportunity and increase pipeline and revenue
  • Maintain and nurture relationships with senior leaders across the partner ecosystem
  • Develop a team and help them to exceed their objectives
  • Impact and lead key cross-functional teams in support of channel business, including alliances, technical solutions consulting, partner programs, partner operations, marketing, services, technical support, training.
  • Lead development and execution of go-to-market activities including field events, conferences, campaigns, and other programs to increase lead generation, account mapping, and pipeline development
  • Evangelize partners joint value proposition with sales teams to ensure awareness, collaboration, and field engagement
  • Track partner pipeline and assist sales in pipeline development and closing deals where feasible
  • Develop enablement and training plans to ensure partners are equipped to position products/solutions and compete effectively to meet revenue objectives
  • Collaborate with Marketing to drive the creation and utilization of sales collateral as well as demand generation programs and campaigns that drive revenue through our partners Your Qualifications
    • 15+ years of enterprise software sales, channels, and/or alliances experience
    • Have positive relationships with executives of the partner community, especially modern, born-in-the-cloud partners, and those active in the cloud provider partner ecosystems of AWS, Google, Microsoft, etc.
    • Experience with direct and indirect sales and go-to-market initiatives with SaaS platforms and cloud providers
    • Successful at achieving quota in a sales or channel sales role tracking all types of measurements including sell to, sell with, and sell-through, and driving overall partner impact to the business
    • Experience working with partners, channels, and system integrators to build strategic programs that drive demand and sales
    • Ability to engage with and empower partner marketing to support their business plans
    • Outstanding aptitude around partner business models, and the recent developments with SaaS and cloud. Develop, negotiate, and implement partner business plans that drive partner revenue goals
    • Strong technical understanding of modern software development and the various technologies and solutions used to deploy cloud, DevOps, and Digital Transformation. Application performance management, observability, management platform experience a plus.
    • Understanding and experience with cloud marketplaces and cloud vendor channel plays
    • Ability to travel over 25% across regions in the US, Canada, and LATAM as per business needs Please note that visa sponsorship is not available for this position. About Us

      New Relic (NYSE: NEWR) is a cloud-based platform that gives developers, engineers, operations, and management a clear view of what's happening in today's complex software environments. So they can find and fix problems faster, and deliver delightful experiences for their customers. That's why the world's best engineering teams rely on New Relic to visualize, analyze, and troubleshoot their software. It's the simplest, most powerful cloud-based observability platform, built to create more perfect software. All from one place. Founded in 2008, we're a global company passionate about 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. Our Hiring Process

      New Relic takes seriously our stewardship of the data of our thousands of customers worldwide. In compliance with applicable law, all persons hired will be required to verify identity and eligibility to work and to complete employment eligibility verification. 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. https://sfgov.org/olse/sites/default/files/Document/FCO%20Poster%20Set%20All%20Languages%2010%2001%2018.pdf 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 a diverse applicant pool 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. You have been redirected to a New Relic job page

Keywords: New Relic, Boston , Senior Director, Channel Sales Americas, Executive , Boston, Massachusetts

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