Principal Partner Sales Manager at New Relic in Singapore, Singapore

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!
• Role Profile: Partner Sales Manager
• This role is the strategic growth role for Singapore. While the PDM focuses on high-velocity VARs and resellers, the Partner Sales Manager (PSM) is responsible for the long-game: embedding New Relic into the fabric of Global System Integrators (GSIs) and capturing the massive Global Capability Center (GCC) market in ASEAN.
• In the ASEAN context, GSIs like Wipro, TCS, and Infosys are not just partners; they are often the de facto IT departments for the world’s largest companies. This role is about "Selling To" (MSP model) and "Selling Through" (New Logo pipeline) these giants.
• Your opportunity
• New Relic is currently seeking a Principal Partner Sales Manager to join our APJ Alliances & Channels Team as a high-impact individual contributor based out of Singapore! The A&C organization owns all partner relationships, defines engagement strategies, closes partner-involved opportunities, builds joint GTM initiatives, improves product value through integrations, and drives distribution through leading cloud marketplaces. In this senior IC role, you will autonomously establish and scale partnerships with leading cloud providers and GSIs, acting as a strategic pillar for the region and providing peer mentorship to the broader team.

Responsibilities

• What you'll do
• Spearhead APJ-based partner relationships end-to-end, taking autonomous ownership of contractual requirements, marketplace offerings, and GTM execution.
• Build, strengthen, and maintain relationships at multiple executive levels across cloud and GSI partners to drive visibility and partnership growth.
• Ensure partners’ sales, technical, service, and management resources are fully enabled to make the partnership successful.
• Drive a joint partner business planning process to define mutual performance objectives, joint customer targets, and critical achievements.
• Align closely with cloud partners and internal alliance team members to identify, build, and launch SaaS offerings.
• Collaborate with cross-functional internal teams to establish and document standard processes for co-selling.
• Build and independently own the partner-sourced pipeline across your managed ecosystem.
• Maintain high-level relationships with partners, ensuring strategic goals are aligned with field activities while driving cross-team orchestration.
• Ensure training, enablement, and educational sessions are executed across your partner portfolio.
• Maintain rigorous reporting on partner opportunities, pipeline development, and deals won.

Requirements

• This role requires
• Bachelor’s degree or foreign equivalent from an accredited institution. Progressive experience in the specialty will be considered in lieu of education.
• Extensive proven experience, with strong alliances, business partnerships, or account management background in APJ (specifically Singapore and ASEAN).
• Significant experience as a senior contributor building and driving successful at-scale cloud provider and GSI ecosystem partnerships.
• Impressive track record in structuring joint business plans, value propositions, campaigns, and GTM strategies, successfully achieving strategic joint opportunity goals.
• Bonus points if you have
• EExperience within the Observability space in APJ.
• The ability to synthesize, communicate, and evangelize a vision with internal field teams and external partners.
• Global Delivery Model experience.

Skills

Required

• Alliances
• Business partnerships
• Account management
• Cloud provider ecosystem partnerships
• GSI ecosystem partnerships
• Joint business planning
• GTM strategies
• Value propositions
• Campaigns
• Executive relationship building
• Pipeline management
• Reporting

Preferred

• Observability space experience
• Global Delivery Model experience

Benefits

• 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.