Senior Partner Sales Manager

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:

1. Transforming Carahsoft from a fulfillment vehicle into a proactive demand-generation engine for the Public Sector (SLED).
2. 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

• 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.

• 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.

• 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.

• 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) 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.

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