Senior Partner Sales Manager - Public

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 New Relic is undergoing a fundamental shift in how we scale through the North American channel. We are moving away from a reactive, transactional model toward a proactive, distribution-led strategy. As the sole Senior Partner Sales Manager for Distribution, you will be the primary architect of this transformation. This is a "Builder" role. You will lead two major initiatives: Transforming Carahsoft from a fulfillment vehicle into a proactive demand-generation engine for the Public Sector (SLED) (FED). Launching Ingram Micro as our primary global distributor for North American commercial business, while migrating our "long-tail" partner ecosystem to this new model. What you'll do 1. Public Sector (SLED) (FED) Transformation Carahsoft Ecosystem Orchestration: Maximize the full breadth of Carahsoft’s demand generation engine to drive proactive growth. Move beyond transactional renewal processing by incentivizing and enabling sales desks to identify, qualify, and source high-value New Relic pipeline. Partner Ecosystem Expansion: Leverage Carahsoft’s distribution network as a force multiplier to activate downstream VARs and Federal System Integrators (FSIs). Strategic focus on embedding New Relic into large-scale FSI programs and mission-critical captures by utilizing Carahsoft’s contract vehicles and partner-facing resources. 2. Ingram Micro Onboarding & Launch The Commercial Blueprint: Lead the end-to-end launch of distribution for our North American commercial business. Operational Readiness: Stand up the partnership from scratch, including enablement, pricing structures, and integrated sales campaigns. 3. "Long-Tail" Migration & Scaling Operational Architect: Manage the current high volume of smaller North American partners while simultaneously building the framework to migrate their day-to-day operations to distribution. Force Multiplier: Establish a rigorous operating rhythm, including business reviews, sales floor "blitzes," and enablement sessions that use distribution as a multiplier for our marketing efforts. Measures of Success (KPIs) Sourced ACR: Transition distribution-originated pipeline from a reactive state to a defined target percentage of total revenue. SLED & FED Revenue Growth: Year-over-year growth specifically within the Carahsoft/SLED & FED territory. Distribution Velocity: Measurable reduction in the average "Deal Registration (DR) to Close" time for partner-led deals. Migration Completion: Successful transition of $XM in "long-tail" revenue to Ingram Micro management with zero churn. This role requires 5+ Years in Channel/Distribution Sales: Deep experience specifically with Carahsoft and/or Ingram Micro. You know how their internal sales desks are compensated and how to win "mindshare" on their floor. Public Sector (SLED)(FED) Expertise: You understand the nuances of US SLED procurement, contracts, and the role of a master aggregator like Carahsoft. Change Management DNA: You are comfortable telling partners (and internal teams) "the old way is over" and leading them through a new operational model. Operational Excellence: You can design a pricing sheet, draft an enablement deck, and run a QBR with equal proficiency. Build & Execute Mentality: You can prove that you have built and executed against similar strategies and love ‘doing’ the role rather than simply ‘designing’ the strategy. Please note that visa sponsorship is not available for this position. #LI-MM4 #LI-Hybrid The pay range below represents a reasonable estimate of the on target earnings (salary plus target sales incentives) for the listed position. This role is eligible for a commission plan (as defined in the sales incentive plan document). 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, mental health benefits, a 401(k) plan and match, flex time-off, 11 paid holidays, volunteer time off, and other competitive benefits designed to improve the lives of our employees. Estimated On-Target Earnings Range $243,000—$280,000 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. 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