AWS Alliance Manager
About this role
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: AWS Alliance Manager
This AWS focused role role is the tactical counterpart to the Microsoft Azure role, specifically localized for the complex and high-growth APAC region. While the Global Director handles the top-down strategy, this Cloud Sales Manager will be the India-based expert driving high-velocity execution across the AWS ecosystem in India, Southeast Asia and ANZ.
Role Overview
As the Cloud Sales Manager for AWS in APAC, you are responsible for accelerating New Relic’s co-sell momentum and Marketplace revenue across Australia/New Zealand, India, and Asia. Based in India, you will report directly to the Global Director of Cloud Sales and serve as the critical link between New Relic’s APAC field sales teams and the AWS regional organizations.
Your primary objective is to operationalize the AWS ACE (APN Customer Engagement) program and drive Marketplace adoption, ensuring New Relic is the preferred observability partner for AWS customers in the region.
The Mission
You will navigate the unique nuances of the APAC cloud market - from the massive scale of enterprise migrations in India to the digital transformation leaders in ASEAN and the mature cloud-first markets of ANZ. You will be ‘in the field’, building trust with AWS Account Managers (AMs) and ISV Success Managers (ISMs) to ensure New Relic is attached to every major AWS deal.
Key Responsibilities
- Regional Co-Sell Execution: Lead the day-to-day engagement with AWS field teams across India, Asia, and ANZ. You will be the "ACE Champion," ensuring high-quality opportunity sharing and registration, including ‘matchmaking’ with AWS sellers to driving awareness and engagement with our New Relic field counterparts.
- AWS Marketplace Dominance: Drive the adoption of AWS Marketplace Private Offers (MPPO) and Consulting Partner Private Offers (CPPO) to simplify procurement and leverage customer EDP (Enterprise Discount Program) commitments.
- Geo-Specific Sales Plays: Tailor the global AWS strategy for local execution. Work with the India, Asia, and ANZ sales leads to identify high-potential accounts for AWS co-sell.
- SAP-on-AWS Execution: Execute the SAP observability sales plays (designed by the Global Director) specifically for APAC customers migrating SAP S/4HANA workloads to AWS.
- AWS Field Enablement: Conduct regular "Lunch & Learns" and enablement sessions for AWS sellers in-region to keep New Relic top-of-mind.
- ACE Pipeline Management: Maintain the health and accuracy of the regional ACE pipeline, ensuring all leads are followed up by the New Relic field and updated in the AWS portal.
Measures of Success (KPIs)
- APAC Marketplace Bookings: ACR growth for ANZ, India, and Asia via the AWS Marketplace.
- ACE Velocity: Percentage of deals in the APAC pipeline with an active, approved ACE registration.
- AWS Referred Growth: Increase in the number of new logos originated by AWS field sellers in the region.
The Ideal Candidate
You are a ‘cloud-first’ sales professional with a deep understanding of the AWS Partner Network (APN). You know how to motivate AWS reps who are managing hundreds of partners, and you have the cultural intelligence to operate across the diverse APAC landscape. You will be able to handle change and be resilient to a business unit that is in a period of growth. You will be an expert at building and executing ‘the power of 3’ sales plays.
Experience & Qualifications
- 5+ Years of Experience: Proven success in cloud-related sales or partner management, specifically within the AWS ecosystem in APAC.
- AWS Program Mastery: Expert-level knowledge of AWS ACE, ISV Accelerate, and Marketplace Private Offer mechanics.
- The "Co-Sell" Instinct: You understand how to map New Relic’s value proposition to AWS’s internal KPIs (e.g., driving cloud consumption and Marketplace retirements).
- Strategic Execution: Ability to take a global directive (like the SAP initiative) and turn it into a locally relevant sales script that resonates with an AWS AM in Mumbai or a Customer Success Lead in Singapore.
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
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