R0000313 - Senior Partner Sales Manager
New Relic
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 India. 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 India.
In the Indian 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.
The Mission: The "Captive" Market Capture
India is home to over 1,500 GCCs (the India hubs for Fortune 500 companies). These hubs are the engine rooms for global digital transformation. You will position New Relic as the "Source of Truth" for these GCCs by leveraging the GSI teams that manage their applications and cloud infrastructure.
Key Responsibilities
- GSI MSP Strategy: Drive the "Sell-To" motion where GSIs consume New Relic as a managed service to monitor their global clients’ environments.
- GCC Territory Expansion: Map the 1,500+ GCCs in India and align with the specific GSI "Account Units" (e.g., Wipro’s BFSI unit or TCS’s Retail unit) that support them.
- Service Catalog Integration: Ensure New Relic is the ‘Standard Tech Stack’ within the GSI’s Cloud Migration and Modernization frameworks.
- New Logo Pipeline: Leverage GSI influence to drive net-new enterprise logos where the GSI is the trusted advisor and New Relic is the recommended solution.
- Global/Local Orchestration: Work with New Relic’s Account Executives to ensure that wins within a GCC in India are translated into global enterprise agreements.
Behaviors for Success
GSIs are complex ecosystems. Success requires a sophisticated, multi-threaded approach:
- Navigating the "Service Line" vs. "Vertical": You must be able to influence both the Service Line leads (e.g., Cloud, DevOps, or Digital transformation heads) and the Vertical heads (e.g., the person running the "Retail" business for TCS).
- The "Center of Excellence" (CoE) Strategy: Build and nurture New Relic CoEs within the GSIs. Ensure their architects are trained to lead with New Relic when pitching a "Cloud Migration" to a Fortune 500 client.
- Outcome-Based Selling: In India, GSIs care about efficiency and margin. Position New Relic as a tool that reduces their "Mean Time to Resolve" (MTTR), thereby increasing their service delivery margins.
- The "GCC Influence" Loop: Actively participate in GCC leadership forums (e.g., NASSCOM GCC meets) to position New Relic as the observability standard
Measures of Success (KPIs)
- MSP Sourced Revenue: ACR Sourced from GSIs using New Relic as part of their managed services, such as APM or SAP.
- GCC New Logos: Number of new enterprise clients acquired within the India GCC territory.
- Influence Pipeline: Total value of opportunities where a GSI is the primary influencer or implementation partner.
- Certified GSI Architects: The number of "L3" certified technical experts within the GSIs’ India-based CoEs.
The Ideal Candidate
- 10+ Years of Senior Sales/Alliance Experience: You are a veteran of the Indian GSI landscape with deep, existing connections at the VP and SVP levels within TCS, Wipro, or HCL.
- GCC Market Expert: You understand the unique "Captive" model in India and how decision-making is shared between the India GCC and the Global HQ.
- Complex Deal Architect: Proven ability to structure multi-million dollar MSP or "Sell-Through" agreements with GSIs.
- Strategic Diplomat: You can manage the friction that sometimes occurs between GSI partners and direct sales teams, ensuring a "Win-Win-Win" for New Relic, the Partner, and the Customer.
Work Location: Flexible/Remote/Anywhere in India
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 resume@newrelic.com.
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.
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