Director, Strategic Cloud Partnerships

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 an16086 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 jumps us 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.

Responsibilities

• 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.
• 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.

Requirements

• 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

• Knowledge of observability, AI, and Agentic AI.

Please note that visa sponsorship is not available for this position.

Estimated Base Pay Range: $202,000 — $272,000 USD.

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 revised backgrounds and abilities, and recognize the different paths they took to reach us – including non‑traditional ones. Their experiences and perspectives inspire us to make our product 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 View email address on click.appcast.io.

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.

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.

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.

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