Director, Strategic Cloud Partnerships

Title: Director, Strategic Cloud Partnerships Location: San Francisco, California, USA; Seattle, Washington, USA

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.

Estimated Base Pay Range

$202,000—$272,000 USD

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.

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