Director, Strategic Cloud Partnerships

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!

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 high‑impact role combines business development with complex commercial negotiation and go‑to‑market leverage. Reporting to the VP of Ecosystem and Strategic Partnerships, you’ll be the primary architect of these partnerships, ensuring that our cloud infrastructure spend translates thigh into strategic leverage, better margins and accelerated market growth.

• 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 fuel our co‑sell engine and market expansion. Lead development of Better‑Together content, use cases and poema 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.
• 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 Fin Ops and Finance to review cost models and consumption forecasts, ensuring our contracts reflect business needs.

• A Strategic Orchestrator:
  You excel at moving organizations toward a shared goal and can navigate large complex hyperscaler organizations боль to get executive sponsorship and get things done.
• GTM‑Minded:
  You understand how cloud marketplaces and co‑sell programs accelerate New Relic revenue.
• Commercially Sharp:
  You have “deal teeth” and understand the levers of a cloud contract and how to work for New Relic’s interests during negotiations.

• 10+ years in Cloud Partner Management, Business Development or Product Management.
• Deep understanding of the cloud ecosystem (AWS, Azure, GCP) and the SaaS market.
• Proven experience leading the negotiation of at least one major cloud agreement.
• Proven ability to translate strategic objectives into executable plans with strong analytical and project management skills.

• Knowledge of observability, AI and Agentic AI.

Visa sponsorship is not available for this position. wreck>

Salary range: $202,000 – $272,000 USD. Pay within this range may vary by work location and by applicant’s skills, qualifications, and experience. The role may be eligible for the corporate bonus plan.

• Health, dental and vision coverage
• Mental health benefits
• Parental leave and planning
• 401(k) plan with match
• 11 paid holidays and volunteer time off
• Competitive pay and corporate bonus plan eligibility

We foster a diverse, welcoming and inclusive environment. Those who feel connected to our thumbshot and values dig are invited to apply. We celebrate non‑traditional paths and backgrounds.

Candidates are evaluated based on qualifications, regardless of race, religion, ethnicity, national origin, sex, sexual orientation, gender…