Senior Partner Sales Manager

New Relic•Arlington, VA

About The Position

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). 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 Public Sector (SLED) Transformation: Overhaul the Carahsoft relationship. You will drive a shift in behavior, ensuring Carahsoft's sales desks are actively sourcing New Relic pipeline rather than just processing renewals. Ingram Micro Onboarding: Lead the end-to-end launch of Ingram Micro for NA commercial business. This includes standing up the partnership and driving enablement and sales campaigns. "Long-Tail" Migration: Personally manage the current high-volume of smaller North American partners while architecting the transition of their day-to-day operations over to Ingram Micro.

Requirements

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) 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.

Responsibilities

Public Sector (SLED) Transformation: Overhaul the Carahsoft relationship. You will drive a shift in behavior, ensuring Carahsoft's sales desks are actively sourcing New Relic pipeline rather than just processing renewals.
Ingram Micro Onboarding: Lead the end-to-end launch of Ingram Micro for NA commercial business. This includes standing up the partnership and driving enablement and sales campaigns.
"Long-Tail" Migration: Personally manage the current high-volume of smaller North American partners while architecting the transition of their day-to-day operations over to Ingram Micro.